Business Development Process: The Skills, Strategy and Activities

Growth Driven

Business Development Process: The Skills, Strategy, and Activities
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Business development is the process of implementing strategies and opportunities across your organization to promote growth and boost revenue.
It involves pursuing opportunities to help your business grow, identifying new prospects, and converting more leads into customers. Business development is closely tied to sales — business development teams and representatives are almost always a part of the greater sales org.
Business development is a process that helps your company establish and maintain relationships with prospects, learn about your buyer’s personas, increase brand awareness, and seek new opportunities to promote growth.
In contrast, sales teams sell your product or service to customers and work to convert leads into customers. Business development-related work simplifies the work of a salesperson or sales manager.
Business Development Representative Responsibilities
Although some BDR responsibilities may change over time and as your business grows, the following list will provide you with a solid understanding of typical BDR tasks.
1. Qualify leads.
BDRs must qualify leads and pinpoint ideal prospects to determine who they'll sell to. Typically, leads are qualified through calls, emails, web forms, and social media.
The key to qualifying leads (leads who are assigned to the BDRs as well as leads BDRs identify themselves) is to consider their needs and then determine whether or not your product or software could be a solution for them.
2. Identify and communicate with prospects.
By qualifying leads and searching for people who fit your buyer personas, BDRs will identify ideal prospects. They can communicate with those prospects directly to learn more about their needs and pain points.
This way, BDRs can determine whether or not the prospect will really benefit from your product or service by becoming a customer. This is important because it increases the potential for improved customer loyalty and retention.
Once the BDRs have identified ideal prospects, those prospects can be passed along to a sales rep on the team (or sales manager, if necessary) who can nurture them into making a deal.
3. Proactively seek new business opportunities.
Proactively seeking new opportunities — whether that’s in terms of the product line, markets, prospects, or brand awareness — is an important part of your business’s success. BDRs work to find new business opportunities through networking, researching your competition, and talking to prospects and current customers.
If a new business opportunity is identified, BDRs should schedule marketing assessments and discovery meetings with the sales reps on the team so they can all assess whether or not there’s potential for a deal.
4. Stay up-to-date on competition and new market trends.
It’s important to stay up-to-date on your competition’s strategies, products, and target audience as well as any new market and industry trends.
This will allow you to more effectively identify ideal prospects. It also helps your business prepare for any shifts in the market that could lead to the need for a new approach to qualifying leads and attracting your target audience.