BD: Identifying and Partnering with Arms Dealers

by Scott

In business development or sales, the biggest fish in your prospect pond are often what I like to call “arms dealers.” Arms dealers provide a related product or service to a group of fragmented targets. By selling to or partnering with an arms dealer, you can reach this group of targets in one fell swoop versus approaching individually. Hence, it’s typically far more efficient doing business with an arms dealer.

 

An Example of Partnering with an Arms Dealer:

Say my company provides a commenting platform for professional bloggers. One approach is to go to every major blogger on a popular platform and try to convince them why they should utilize my solution. This would require many instances of repetitive labor. Alternatively, I …
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Sales: Get to A Resolution

by Scott

I heard our VP of Sales Adam Liebman say something a few weeks ago, that I think is very important for all Sales/BD people to understand. Sometimes it’s just as important to get to a no than a yes. Why? It’s in your time’s best interest. Every moment you spend on a deal that’s never going to happen, is time you could be working on one that will. Thus, the faster you determine that someone isn’t buying, the more you can focus on people that are. The idea is to get to a resolution as fast a possible without jeopardizing a positive outcome. It’s an art that can only be learned through time and experience and is more appropriate …
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