Most business development fails in the prospecting phase, not the pitch. Focus on growing companies with high turnover, spend a full day per major prospect, and map the entire organization to find decision-makers. Persistence beats a few emails.
Chapters
Where do people go wrong when it comes to signing big accounts? To start with, you need to make sure your prospecting strategy is on point and you're targeting the right customers. Make sure that's backed up by data. Do your market research. The actual prospecting bit takes a lot longer than execution, in my opinion, in terms of actual calling the managers or emailing. The longest part probably takes an hour and a half, maybe a day to do the actual prospecting. Make sure you're targeting the right people. I would always say in terms of targeting, look for companies that are growing, have got high attrition. If it's a big client, I'd say target one a day. A lot of people make the mistake where they maybe have a few meetings and then just give up. Up and move on. With these big ones, they took a long time. So I'd suggest like having a meetings target in place, making sure you go in, you have to map the whole company out, find out who the key stakeholders are, the key decision makers, who's the MSP on site. And then you're constantly linking in, you know, do we already know anyone with this company? I'm not building up maybe a network of candidates that have left there and getting some information and intelligence as well.
