If you’ve arrived at the position of Business Development Manager (BDM) after having been an Sales Development Representative (SDR), you’ll probably already have a bit of a handle on what’s going to be expected of you. Obviously you will be expected to close deals but on top of that, you’ll need to be able to think strategically, have a focussed mindset and have an ability to build rapport. The SDR may have warmed up the prospect for you but a sale is never guaranteed. With that in mind, the BDM still has a lot to of work to do. So, what should they be doing to maximise their chances of success?
Build the relationship further
Even though the prospect already has a relationship with your company, they also need to have a relationship with you. Some trust has already been built which is what got the prospect this far down the funnel but the BDM needs to keep that relationship going. This is a really important step in gaining the confidence of the customer
Know the product inside out
As we move to this end of the sales funnel, the questions get a bit more technical and a bit harder. The prospect will most likely want to go deep into the details and it will harm your chances of closing a deal if you don’t know the answers. If there is some part of the functionality of your product that you don’t know about, find out. Ask the business owner if you have to. Don’t put yourself in a position where a prospect could catch you out.
Put yourself in the customer’s shoes
If you’re going to provide the solution, you’ve got to be able to understand the problem. That’s why it would be really useful if you’re able to see things from your customer’s point of view while keeping an eye on the bigger picture. If you do this properly, it will give you a greater insight into the help your prospect needs and how you can provide it.
Train team members
This is not just helpful for your team but also you as it forces you to rationalise and explain your methods and processes. Role play is always useful in these situations and if you can conduct the training off-site, this will help too as people will be more relaxed in an informal environment.
Expand the business
As a business development manager, you may be tasked with researching and identifying new business opportunities. These could potentially come from anywhere such as finding new ways to reach existing markets, identifying new markets, looking at partnerships and 3rd party involvement. You don’t necessarily always have to look outside for a new opportunity though. For example, is there an upsell to your product that could open up a new revenue stream?
It is important to stay up to date on the current state of the market, monitor emerging trends and keep abreast of industry news. The more informed you are, the easier it is for your prospect to see you as an expert in the field.
If you think you could handle these responsibilities, you can find all of our vacancies at https://aexus.com/careers/. Alternatively, send your CV to Alexandra Melicov via email or, if you have any questions, send her a WhatsApp.