AI Coach: find and fix deal issues before they result in closed-lost using AI

Prospecting for Leads

Day in The Life in Business Development

14 min
Average Score

Patrick Dang

Sales Coach

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If you're considering a career in business development or have recently embarked on this journey, it's essential to understand what the day-to-day life of a Sales Development Representative (SDR) entails. In this comprehensive guide, we'll dive into the routine of an SDR, the skills required, and real-world examples of business development. So, fasten your seatbelt and explore the exciting world of SDRs.

The Prospecting Phase

Prospecting: The foundation of business development lies in prospecting. As an SDR, your primary responsibility is to identify and reach out to potential business partners or customers. This phase involves researching and building a list of companies or individuals who align with your organization's goals.

Ideal Customer Profile (ICP)

One of the critical aspects of prospecting is defining your Ideal Customer Profile (ICP). In many cases, your leadership might not provide clear guidelines on who to target. You'll need to think creatively and identify industries or niches that can benefit from your services. Are you targeting casinos, e-commerce, real estate, finance, or cryptocurrencies? Your creativity in defining your ICP is paramount.

Generating Appointments

Meetings and Appointments: Once you've identified potential leads, your next task is to secure meetings and appointments. The initial days in business development, especially for newcomers, can be intense, with nearly 90% of your time dedicated to prospecting. Booking these meetings is critical, as they pave the way for future business development activities.

Fulfilling Business Development Meetings

Whether you're generating outbound leads through cold email, LinkedIn, or cold calling, or if your organization generates inbound leads, your role as an SDR is to qualify these prospects. You must assess whether they are a suitable fit for your organization and whether your services can address their needs and challenges. Business development meetings often resemble sales meetings, as you aim to understand the prospect's challenges and aspirations, determining if your services can help them achieve their goals.

Tailoring Business Development by Scale

High-Velocity Approach

In some scenarios, you may work for an organization that targets small to medium businesses (SMBs). In such cases, your goal might be to sign up as many clients as possible, rapidly closing deals. A high-velocity approach means having multiple meetings a day, pursuing a volume-driven strategy, and focusing on customer acquisition.

Enterprise-Level Deals

Conversely, in enterprise-level business development, the process is more intricate and deals are significant. You might spend days or even weeks on a single deal. However, closing one such deal can have a profound impact on your organization's revenue. For example, let's explore a case study involving Square, the point-of-sale system provider.

Case Study: Square and Shake Shack

Imagine you work at Square, and your task is to sign up large restaurant franchises, like Shake Shack. Shake Shack aims to implement a self-serve ordering system through Square's technology. Your role in business development involves collaborating with Shake Shack and an agency, Fuse, to create this innovative customer experience. This complex process requires coordination among multiple parties, creative problem-solving, and a commitment to delivering a seamless solution.

Skills for Success in Business Development

To excel in business development, you must possess a unique set of skills:

  • Empathy: Understanding your client's problems and offering solutions is crucial.
  • Presentation and Pitching Skills: Articulate why your organization is the best choice.
  • Communication: Effective communication is key to building trust and rapport.
  • Problem Solving: Identifying and addressing customer pain points creatively.
  • Feedback Loop: As an SDR, you're the link between customers and your organization. Provide valuable feedback for product improvement.

Nurturing Product Development

Your role as an SDR goes beyond sales—it influences product development. By actively gathering feedback from customers and understanding their needs, you play a pivotal role in shaping the future direction of your organization's offerings.

In the fast-paced world of business development, Sales Development Representatives are the quarterbacks, orchestrating deals, aligning the right players, and influencing product development. From prospecting and generating appointments to fulfilling meetings and nurturing product development, SDRs play a vital role in driving business growth.

Want to dive deeper into the world of business development and learn more about SDR routines and strategies? Watch this session to gain insights and discover how SDRs play a crucial role in shaping the success of their organizations.

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