A strategic asset for the longer term
28th April 2016 | Claire Edmunds
How business development is proving to have a transformational impact on the sales and business process.
The term “business development” will conjure up different connotations depending on who you canvass opinion from; it often gets classed as demand generation or inside sales to name but a few. In fact the roles that these functions perform and the skillsets required are very different.
So before we begin, when we refer to business development we are defining a strategic capability, a distinct part of the sales process designed to create, qualify and develop high-value, complex sales opportunities from identification to forecast.
Most of us are aware that selling is undergoing a significant and unprecedented change: practices at the consultative end of the market are becoming highly sophisticated and maturing sales methodologies in many B2B enterprises are shifting from transactional sales to a “challenger” solution.