My 2024 Business Development Strategy Review

𝗜'𝘃𝗲 𝘀𝗮𝘁 𝗱𝗼𝘄𝗻 𝗮𝗻𝗱 𝗮𝗻𝗮𝗹𝘆𝘀𝗲𝗱 𝟮𝟬+ B𝘂𝘀𝗶𝗻𝗲𝘀𝘀 D𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁 S𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗽𝗿𝗼𝗷𝗲𝗰𝘁𝘀 𝗳𝗿𝗼𝗺 𝟮𝟬𝟮4.

In summary, B2B selling is becoming more complicated. Today, buyers are self-educating, consulting trusted providers, and engaging much later in the sales process. Here are ideas for adapting to the changes:

• Don’t chase shooting ghosts. It’s easy to get distracted by new opportunities, but spreading your team and budget too thin derails momentum. Focus even more on understanding where your buyers seek information and tailor your strategy to meet them there. 𝗕𝘂𝗶𝗹𝗱 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀 𝘄𝗶𝘁𝗵 𝗽𝗼𝘁𝗲𝗻𝘁𝗶𝗮𝗹 𝗯𝘂𝘆𝗲𝗿𝘀!

• Don’t let a large TAM (Total Addressable Market) and ego dictate geographical expansion. Entering new regions without a deep understanding of the local buyer journey often creates more problems than profits. Research thoroughly and validate assumptions with real customer insights based on interviews. Focus on your key offers; don't get distracted.

• The team that got you here might not be the team to navigate this complexity. Selling in a buyer-first world demands new skills—from understanding digital touchpoints to building trusted advisor relationships. 𝗜𝗻𝘃𝗲𝘀𝘁 𝗶𝗻 𝘁𝗿𝗮𝗶𝗻𝗶𝗻𝗴 𝗮𝗻𝗱 𝗮𝗱𝗷𝘂𝘀𝘁 𝗿𝗼𝗹𝗲𝘀 𝗮𝘀 𝗻𝗲𝗲𝗱𝗲𝗱.

• Selling requires scalable, repeatable systems. Ad hoc approaches are ineffective when buyers demand consistency. Develop and refine processes that align with how modern buyers prefer to engage. 𝗙𝘂𝗹𝗹𝘆 𝘂𝘁𝗶𝗹𝗶𝘀𝗲 𝘁𝗵𝗲 𝘀𝘆𝘀𝘁𝗲𝗺𝘀 𝘆𝗼𝘂 𝗮𝗹𝗿𝗲𝗮𝗱𝘆 𝗵𝗮𝘃𝗲. 𝗙𝗲𝘄𝗲𝗿 𝘀𝘆𝘀𝘁𝗲𝗺𝘀 𝗮𝗿𝗲 𝗯𝗲𝘁𝘁𝗲𝗿.

• Content is King. Buyers start their journey long before engaging with sales. Creating educational and thought-provoking content builds trust and ensures your brand is part of those early conversations. 𝗔𝗱𝗷𝘂𝘀𝘁 𝘆𝗼𝘂𝗿 𝗰𝗼𝗻𝘁𝗲𝗻𝘁 𝘁𝗼 𝘁𝗵𝗲 𝗯𝘂𝘆𝗲𝗿𝘀 𝗮𝘄𝗮𝗿𝗲𝗻𝗲𝘀𝘀 𝗹𝗲𝘃𝗲𝗹.

Good partnerships are rocket fuel. Aligning with trusted providers and leveraging their credibility can open doors and build trust faster than staying within your usual circle. 𝗕𝗲𝗻𝗲𝗳𝗶𝘁 𝗳𝗿𝗼𝗺 𝗳𝗿𝗲𝘀𝗵 𝗽𝗲𝗿𝘀𝗽𝗲𝗰𝘁𝗶𝘃𝗲𝘀 𝗳𝗿𝗼𝗺 𝗲𝘅𝘁𝗲𝗿𝗻𝗮𝗹 𝗮𝗱𝘃𝗶𝘀𝗼𝗿𝘀.

𝗔𝗱𝗮𝗽𝘁𝗶𝗻𝗴 𝘁𝗼 𝘁𝗵𝗶𝘀 𝘀𝗵𝗶𝗳𝘁 𝗶𝘀𝗻’𝘁 𝗲𝗮𝘀𝘆. 𝗦𝘁𝗮𝗿𝘁 𝘄𝗶𝘁𝗵 𝗮𝗻 𝗮𝘀𝘀𝗲𝘀𝘀𝗺𝗲𝗻𝘁: tl-advisory.com/business-develo...

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Written by Thomas List, T.L. Advisory