When you stop and think about it, a list of the ‘best business development skills’ could be extremely long. The biggest difference between the calls and emails that business development reps send vs those of a sales rep, is that most business development activities are done toward either completely or relatively cold prospects—meaning that these prospects have likely had little to no interaction with the company before this initial contact is made.
An advertising agency should have a correct idea of the client firm’s marketing and communication objective: how the client company proposes to position its brand, how it structures its distribution and pricing, which niche market it wants to capture, and the audience it wishes to target.
From the birth of ideas to early startups, to small and medium enterprises (SMEs) who seek second stage growth, and all they way to strategy implementation for corporate giants, many institutions exist to support firms in their business development efforts.
Debra Andrews outlines this in her article, Marketing vs. Business Development – Why it’s Critical for Law Firms to Know the Difference,” The terms marketing and business development are frequently used interchangeably, especially by law firms that utilize both to grow their businesses.
When it comes to outbound, business development reps need to first go through your organization’s sales training process so that they have a clear picture of who your ideal customers are before they go out and begin starting conversations with prospects.