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What is Business Development & what are the Benefits of Outsourcing?

May 18, 2012 by Karin Schwartz

It has come to our attention that many people have no idea what business development actually is. Some may have some inkling as to what business development encompasses, but few have a full understanding as to what business development sets out to accomplish.

The role of business development, as mysterious as it may be, is a combination of strategic analysis, marketing, and sales. It is up to a business development professional to then take that knowledge and use it to identify and develop new business opportunities.

  • New markets
  • New partnerships with other businesses
  • New ways to reach existing markets
  • The generation of new sales leads
  • New product or service offerings
  • Develop new marketing strategies
  • And much more!

All of this is meant to better meet the needs of existing markets, as well as exploit those opportunities to drive additional business and increase profitability.

A new trend, however, has developed recently in the business development world, quickly gaining more and more traction…Outsourcing!

The Benefits of Outsourced Business Development

More companies are beginning to turn to outsourced business development firms, like Springboard, to ask, “How can we do this at less cost while hitting all the key areas?” It’s simple; at Springboard we expanded and brought in more talent to give corporations the access, the exposure, and the opportunities they need based on their budget.

Just look at the bottom line!

What your corporation used to pay in terms of salary for a single business development specialist can now be used to outsource 3-5 high-level business development experts.

That is what we offer at Springboard! Regardless of the size of your business we can provide the talent necessary to grow your business.

If you have any questions about Outsourced Business Development, please contact Springboard Business Development by calling 410-832-7560 or click here today!

Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. Our approach to business development makes it easy to find new clients without the financial  burden of an in-house business developer.

Follow us on Facebook, Twitter, Google+, and LinkedIn as well!

Sources:

Business Development

Understanding business development

Filed Under: Business Development, Maryland Business Development, Outsourced Business Development, Outsourced Lead Generation Services, Sales Outsourcing Tagged With: Baltimore, Benefits of Outsourced Business Development, Benefits of Outsourcing, business development, grow your business, increase profitability, Maryland, Outsourced Business Development, outsourced sales solutions, Springboard Business Development, Understanding business development, What is Business Development

Five Ways to Tell You are Losing a Sale

January 25, 2012 by Karin Schwartz

We have said it before and we will say it again, sales is definitely not an exact science. But while there is no one way in which to go about a sale, there are some fairly common warning signs to tell you are losing a sale. These telltale signs that you are losing a sale include:

1. You Aren’t Dealing With A Decision Maker: If you aren’t put in touch with a decision maker after a few conversations, this is not a good sign. So do your best to get in contact with someone that actually has the authority to buy your product or service. Otherwise, you are wasting your time. And time is everything to a salesperson.

2. There is No Deadline for a Decision: One way to firm up deadlines is to offer limited-time discounts/offers to create a sense of urgency. If this doesn’t work, move on. You cannot waste your time on a pointless sales meeting.

3. You are Asked for a Proposal and Not a Conversation: It is hard to give someone your sales pitch if you do not meet with them face to face. After all, business is all about forming meaningful relationships. Find anyway you can to get your foot in the door and have a face-to-face conversation. This may be hard, but you have to try.

4. Your Price is Too High: What makes your product or service worth so much? If your competitors are offering the same product/service at a lower price and you cannot justify your high prices with superior service, then consider changing your price tag or losing sales.

5. Your Client Seems Indifferent: This is never a good sign. If your potential client begins to lose interest and stops asking engaging questions, you may be out of a sale.

Of course, if you do lose a sale, you should use that opportunity to grow as a salesperson. How? Checkout one of our past blogs: Learning from Lost Sales: Turning a Negative into a Positive.

Then again, you could always just outsource your sales needs to a professional business development firm, like Springboard!

Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on you core business activities, we bring our sales expertise and connections to focus on your business development challenges.

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

Follow us on Facebook, Twitter, Google+, and LinkedIn as well!

Sources:

Five Signs You’re Losing a Sale – And How to Save it

Filed Under: Business Development, Learning from Lost Deals, Maryland Business Development, Outsourced Business Development, Sales Outsourcing, Sales Tips, Tips for Maximizing Your Time Tagged With: Asked for a Proposal and Not a Conversation, Baltimore, business, business development challenges, changing your price tag, Client Seems Indifferent, competitors, Deadline for a Decision, Decision Maker, engaging questions, face to face, face-to-face conversation, firm up deadlines, Five Signs You’re Losing a Sale – And How to Save it, Five Ways to Tell You are Losing a Sale, forming meaningful relationships, grow as a salesperson, justify your high prices, Learning from Lost Sales, Learning from Lost Sales: Turning a Negative into a Positive, limited-time discounts, lose a sale, lose interest, losing a sale, losing sales, lower price, Maryland, meet, not an exact science, offers, out of a sale, outsource, outsource your sales needs, outsourced sales solutions, pointless sales meeting, potential client, Price is Too High, product or service, product/service, professional business development firm, proposal, sales, sales expertise, sales meeting, sales needs, sales pitch, salesperson, sense of urgency, Springboard, Springboard Business Development, superior service, telltale signs, time is everything, time is everything to a salesperson, Turning a Negative into a Positive, warning signs, warning signs to tell you are losing a sale, waste your time, wasting your time, You Aren’t Dealing With A Decision Maker

Learning from Lost Sales: Turning a Negative into a Positive

January 13, 2012 by Karin Schwartz

You can’t win them all (if sales were that easy, everyone would be in the business). What you can do is learn from those lost sales. A good sales person loses a sale and moves on to the next prospect; a great sales person loses a sale and asks “why?”

Which sales person are you? The one who ignores defeat, or the one that learns from that defeat and constantly strives to be better? Remember, those who ignore the past are doomed to repeat it. So don’t risk losing future deals because you failed to address past failures.

Ask Yourself the Following Questions:

  • Was I able to effectively communicate with the customer?
  • Did I learn the prospect’s key needs and desired benefits?
  • If so, how did I address those needs?
  • How did the customer respond to me?
  • What sales techniques did I try?
  • How did the customer respond to those techniques?

Set Up a Post-Sale Debriefing with the Prospect

  • Ask the following question: “I’m always looking to improve, what could I have done better to earn your business?”
  • Don’t settle for vague answers. Ask “How do you mean?” or “Say more” to help probe for more detailed answers.
  • Don’t get defensive or angry. Take full responsibility for everything.
  • Don’t try to resell the prospect.

By learning from failed sales deals, you will grow as a sales person and become a much more efficient seller.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

Follow us on Facebook and Twitter as well!

Sources:

What Did You Learn from the Last Sale You Lost?

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Leadership Development Tips for 2012

December 30, 2011 by Karin Schwartz

What is your New Year’s Resolution? Maybe you want to lose weight, travel more, or stop smoking. Or maybe you want to become a more efficient leader. After all, business development begins with you, the business owner. To grow as a business you must first grow as a leader.

There are lots of things you can do to better yourself as a business leader, but we don’t have enough time to explain them all so we have outlined our top suggestions.

Don’t Neglect the Present to Plan for the Future: Yes, the ultimate goal is to grow your business. But you cannot be so focused on future growth that you neglect the here and now. If you re-direct your focus on current business transactions and work to perfect what your business already does well, the rest will fall into place.

Listening: Listen to what your employees and clients are saying. After all, happy clients provide referrals, which brings in more business and makes you more money. This will make you a happy business owner. And happy employees will work harder and more efficiently, which brings in more business and makes you more money. This will also make you a happy business owner.

So stop talking at people and start listening to what they have to say.

Unlearning: Forget what you think you know about business…it is ever evolving. So stop relying on outdated methods and ineffective techniques. If you want your business to grow and prosper, you must first be willing to change your way of thinking. Just because something worked in the past does not mean it will continue working. Always be on the lookout for new sales techniques and more effective business practices.

Focus on What You do Best & Outsource the Rest: As a business owner, you are pulled in several different directions at once. You are forced to divide your attention between marketing, sales, business growth, customer service, and much more. And there is simply not enough time in the day to give each area of your business the time it deserves. As a result, your business suffers.

You cannot afford to do anything halfheartedly in the corporate world. So what is the solution? What is the best use of your time? Well, unfortunately there is no one answer. Every sector of your business is equally as important as the next.

However, one of the best ways to lessen your business burden is to outsource your sales to a professional business development firm, like Springboard!

Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

Follow us on Facebook and Twitter as well!

Sources:

5 Leadership Tips for 2012

Filed Under: Business Development, Leadership Development Tips, Maryland Business Development, Outsourced Business Development, Sales Outsourcing, Sales Tips, Tips for Maximizing Your Time Tagged With: 5 Leadership Tips for 2012, become a more efficient leader, better yourself, better yourself as a business leader, business development, business development challenges, business growth, business leader, business owner, corporate world, current business transactions, customer service, Don’t Neglect the Present to Plan for the Future, Focus on What You do Best & Outsource the Rest, future growth, grow as a business, grow as a leader, grow your business, happy business owner, happy clients, happy employees, ineffective techniques, Leadership Development, Leadership Development Tips for 2012, lessen your business burden, Listening, lose weight, marketing, more effective business practices, new sales techniques, New Year’s Resolution, outdated methods, outsource your sales, outsourced sales solutions, Plan for the Future, professional business development firm, provide referrals, sales, sales expertise, Springboard, Springboard Business Development, start listening, stop smoking, travel more, Unlearning, want your business to grow and prosper

11 Tips to Help You Outsell Your Competitors

December 23, 2011 by Karin Schwartz

Running your own business is not easy. Running your own business that revolves around sales can be downright difficult. That is why we have compiled a list of 11 sales tips to help you outsmart and outsell the competition. These tips include:

1. Set Yourself Apart: There has to be some to differentiate your product from the competition. It either has to be better quality, easier to use, more convenient, or less expensive.

2. Treat Weaknesses as Strengths: If you have higher prices (weakness), be sure to offer flexible terms (strength).

3. Confidence: If you don’t believe in your product or your brand, why would your client?  

4. Giving up on a Sale: Giving up on a sale is not a bad thing. Sometimes it is a smart maneuver. You can’t waste your valuable time on a lost cause.

5. Be Professional: Especially if you are a small business, the way you dress, act, and talk says a lot about you and your company. So be professional.

6. Small Companies can Make Big Moves: If you are a small business, use that to your advantage. You can make more concessions than big corporations. So work with your client and formulate a plan that is mutually beneficial.

7. Nothing is Free: If a customer asks for a proposal, insist that you’ll only write one if awarded a meeting with the CEO.

8. Time is Money: You cannot afford to deal with wishy-washy clients. Get in, get the sale, or get out.

9. Show Your Value: Prove to your client that you can add value to their company.

10. Never Stop Learning: A good salesperson will never stop learning new sales skills or new sales techniques.

11. Sales Outsourcing with Springboard: Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

Follow us on Facebook and Twitter as well!

Sources:

How to Outsell a Huge Competitor

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