From the course: Business Development Foundations: Researching Market and Customer Needs
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Leverage your internal team
From the course: Business Development Foundations: Researching Market and Customer Needs
Leverage your internal team
- A great machine is more than just the sum of its parts, and a successful sale is more than just a great biz dev rep. No one exemplified this more than Dan, a business development rep at my first job. Dan generated more leads than anyone else. He walked around like he owned the place bragging about his numbers all the time. But he also made a lot of internal mistakes, which meant his contracts were always held up. He never put anything in the CRM system, and there were always questions. But Dan was never anywhere to be found. Most of the customers had a low NPS score and ultimately became a thorn in the side of customer service. Because Dan didn't set his customers up for long-term success, surprise. None of them renewed. Eventually, even a year of great lead gen wasn't enough to keep Dan in the game, because finding and talking to leads is just one piece of the process. Let me tell you how not to be Dan and how to leverage your internal team so you stay at the top of the pack…
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