3 Business Development Tips to Start 2018 Off Strong | Perfect Search Media

3 Business Development Tips to Start 2018 Off Strong

January 9, 2018

It’s a new year. It’s a time to wear more layers for your commute, pay attention to the increasingly important NFL games, and ensure your business is set up for 2018.

Whether you’re B2B or B2C, a strong business development strategy is integral to success. I’ve compiled some business development tips to help you start your year off strong.

 

1) Focus on your core

While fitness might be one of your 2018 resolutions, I’m talking about a different kind of core. Focus on your core prospect base. Make sure you identify what kinds of clients fit into your core prospect base and then devote most of your time to nurturing these leads.

When you focus your sales efforts on these “sweet spot” prospects, you’ll find that your time is used more efficiently and you see more leads get further along the sales funnel. Don’t be afraid to eliminate irrelevant or unqualified leads from your workflow, as they take up too many unnecessary resources.

Plus, a prospect that falls within your core audience will likely become a core client. That improves client retention. Win-win.

 

2) Leverage your technology

Whether it is a lead prospecting tool, CRM system, or marketing automation software, make sure you’re actually using all the technology your business pays for. It’s so easy to forget about some tools or fail to maximize every tool’s capabilities.

A lack of resources—like time, funding, and staff—remains the biggest obstacle to successful lead generation for 61% of B2B marketers. Tools can help fill in these resources gaps if you and your team make the most of them.

Identify areas of your sales process that are time-consuming or complex. Do research on different technologies that can help alleviate those issues. If you choose to invest in a tool, establish a friendly relationship with the technology’s customer support or relationship management staff. Don’t hesitate to reach out whenever you run into technical difficulties! The tools work for you.

 

3) Ask better questions

Once you’ve established your core prospect pool and made sure that you’re leveraging your technology, it’s time to reevaluate your question list. Whether you’re chatting with a prospect over the phone or heading into an in-person meeting, the questions you ask your prospects are integral to the conversation.

A new year is the perfect opportunity to freshen up your questions. Ask your business development team for feedback on how questions can be improved, if they have ideas for additions, and if there are any questions that could be phased out of your list.

Need some inspiration? We found some helpful tips from an unlikely source—and they’ve reignited our questioning efforts.

Remember that it’s not all about asking questions about budgets or traffic KPIs. Work with empathy, share knowledge, and make it clear that you’re there to listen and understand the prospect’s problems.  

--

So, as you continue to freeze getting to work and your favorite football falls out of contention, look for some new ways to plan and execute better sales strategies in 2018. 

Born and raised in Oak Park, Illinois, Tim Wagner is an Illinois State University alum with a passion for sports, Goodfellas, and mid-century design (obviously.) His beard makes an appearance five months of the year.

What our clients say

"The Perfect Search team is extremely analytical, offers great reporting and pushes the needle with trackable improvements in traffic growth and ROI."
Samantha Goldstein
Marketing Director

Tweets

Perfect Search Media
2d

RT : Should SEOs & Content Marketers Play to the Social Networks' "Stay-On-Our-Site" Algorithms? - Whiteboard Friday…

Perfect Search Media
2d

Thanks to the cold Chicago winters & the fact that our earbuds always get tangled, this looks very promising.

Perfect Search Media
3d

Big news! As of July 2018, site speed will *officially* become a ranking factor. Get the scoop now.

Perfect Search Media
3d

Perfect Search won an AVA award for outstanding digital marketing campaign. Thanks for the recognition!

Perfect Search Media
3d

It's not too late to update your site for the mobile-first index! First, read this.

Perfect Search Media
4d

RT : Why Google AdWords' Keyword Volume Numbers Are Wildly Unreliable - Whiteboard Friday by…

Perfect Search Media
4d

recently announced users would see more content from friends & family--and less from businesses & brands.…

Perfect Search Media
4d

Like Bigfoot, allowing bidding on emoji is a myth...for now. Get the scoop from .

Perfect Search Media
5d

Get to know Search & Social Analyst Emily in our latest Perfect Search team member spotlight! Her ultimate vacation…

Perfect Search Media
5d

Keep up with this year's trends, courtesy of . We're loving the colors and gradients.

Perfect Search Media
5d

Check out our CEO 's 2018 business trend predictions in this post!

Perfect Search Media
1w

Haven't seen our latest yet? Now's the time. Check it out for knowledge (and some cute pics…

Perfect Search Media
1w

Thankful for all the good doggos that led to this cultural development. 13/10, and .

Perfect Search Media
1w

Time to dust off those goals you set for your business a few years ago! is here with 5 tips to hel…

Perfect Search Media
1w

">.'s yearly predictions are always a must-read. Check them out.

Perfect Search Media
1w

Ever wonder what a day in the life at Perfect Search is like? Watch this. Spoiler alert: It involves a lot of karao…

Perfect Search Media
1w

RT : Human speech is the classic example of transmitting data over sound. This is...well, let's just say it's different

Perfect Search Media
1w

Accenture is trying to change the product placement game entirely with the help of AI. But will it work? Read this.

Perfect Search Media
1w

New year, new business development strategy. Get some tips from our Director of Biz Dev Tim Wagner.

Perfect Search Media
1w

Loving this thorough dive into communicating the importance of to your higher-ups.

Perfect Search Media
1w

"Even simple purchases set off a research project worthy of an academic dissertation." Same, .

Perfect Search Media
1w

RT : What the development of visual search will mean for SEO by

Perfect Search Media
1w

Keep up with with this roundup of the top trends from .

Perfect Search Media
1w

So thrilled to see our CEO 's article on ! Find out why every day is a good day for Ajay.

Perfect Search Media
2w

RT : 22 stats every SEO needs to jumpstart their 2018 strategy.

Perfect Search Media
2w

Celebrate Friday with our latest ! Find out why it's so important to align your strategy wit…

Perfect Search Media
2w

RT : How to Optimize Your Google My Business Listing By

Perfect Search Media
2w

Don't remember what you listened to, read, or watched in 2017? These apps do the reflecting for you. Check out our…

Perfect Search Media
2w

Loving these tips from . Make 2018 the year of ad testing and innovation.

Perfect Search Media
2w

Hey, December grads! Is finding a job one of your 2018 resolutions? You're in luck. Check out our open Sales Associ…

Find us on Facebook