Expert: Leo Lingham - 3/26/2008

Question
QUESTION: sir,

MY name is visveswaran , i work for wipro into datawarehousing, i want to make a career shift, iam not so comfortable in coding, i want to shift
A) Can i do one MBA and come back and join in business development manager role?
B) does this role require very strong technical background.
c) except project management , and business analyst are there roles in IT WHICH I CAN TAKE.(DOES NOT NEED TECHICAL KNOWLEDGE)
D) If I JOIN IT SALES IN a small company will it give me advantage to take the role of business development manager
in future once i do AN MBA
E) i have only 2 yrs IN IT , should i gain more experience
only then shift into BUSINESS DEVELOPMENT MANAGER or can i shift immediately once i do MBA?

F) iam planning to quit my job join a small comapny in IT SALES PREPARE GMAT AND DO MBA AND COME BACK AND JOIN AS BUSINESS DEVELOPMENT MANAGER OR BUSINESS ANALYSTS.CAN I DO
as i dont want to do coding.

Thanks and regards
visveswaran


ANSWER: VISVESWARAN,
THIS  IS  A  ROUGH  OUTLINE  OF    THE  ROLE  OF  
BUSINESS  DEVELOPMENT  MANAGER [  OR EXECUTIVE]

BUSINESS DEVELOPMENT  POSITION
COULD  VARY WITH

-company structure
-company sales policiy
-company operation
-company  product range
-company sales organization
etc.

BUSINESS  DEVELOPMENT  ROLE  COULD BE

-looking  after  MAJOR ACCOUNTS  only
-looking  after  KEY ACCOUNT  only
-looking  after  AREA  ACCOUNTS  only
-looking  after   MARKET SEGMENT ACCOUNTS  only
-looking  after  EXPORT  ACCOUNTS  only
-looking  after  GROUP PRODUCTS   only
ETC ETC
==============================================
HERE  BELOW,  IS  A  STANDARD  / UNIVERSAL SAMPLE.  
OF  A  MANAGER  --company  selling through  the  resellers.

TITLE: BUSINESS  DEVELOPMENT MANAGER.

SCOPE :ESTABLISH, DIRECT, AND COORDINATE THE BUSINESS
         DEVELOPMENT  ACTIVITIES   FOR  ............PRODUCTS.
         STRATEGICALLY  PLAN FOR, DEVELOP
         AND PROFITABLY PENETRATE THE MARKET  TO WHICH
         THE PRODUCTS, SERVICES AND CAPABILITIES OF THE  
         COMPANY CAN BE DIRECTED.

         ENSURES  THE  SALES  TO   CUSTOMERS ,
         DISTRIBUTORs  and  RESELLERs achieve  the budgeted target.


SPECIFIC ACCOUNTABILITIES:

*MEETING OBJECTIVES SET BY  SALES  DIRECTOR   AFTER  CONSULTATION.

*ACHIEVING A BUDGETED SALES/ GP PROFIT.

*SOLICITING/ DEVELOPING  BUSINESS OPPORTUNITIES WITH
 NEW CUSTOMERS, DISTRIBUTORs and RESELLERs.


MAJOR RESPONSIBILITIES:

*DEVELOP AND IMPLEMENT STRATEGIC PLANS FOR EACH
 SELECTED/ASSIGNED NEW CUSTOMERS ,
 DISTRIBUTORs and RESELLERs.

* ENSURE ACHIEVEMENT OF SALES OBJECTIVES.

*FORMULATE AND COORDINATE SALES DEVELOPMENT TACTICS
 INCLUDING PRODUCTS  BUNDLING, DELIVERY,
 SERVICE,PRICING ETC.

*ENSURE PREFERRED CUSTOMERS, DISTRIBUTORs and RESELLERs.

SUPPLIER STATUS WITHIN EACH
 ASSIGNED  CUSTOMERS, DISTRIBUTORS, RESELLERS ETC.

*WITHIN THE LIMITS OF POLICIES AND PROCEDURES
OF THE COMPANY, ACHIEVE THE SALES / PROFIT OBJECTIVES
 OF ASSIGNED CUSTOMERS, DISTRIBUTORs and RESELLERs.


*ACHIEVE SPECIFIED PRODUCT
 REQUIREMENTS FOR ASSIGNED CUSTOMERS, DISTRIBUTORs
 and RESELLERs.


*ENSURE THAT ADEQUATE STOCKS ARE BEING MAINTAINED
AT THE CUSTOMERS, DISTRIBUTORs and RESELLERs WAREHOUSE.
*PREPARE AND MAINTAIN AN UPTODATE
 PROFILE ‑PERSONNEL, PERSONALITY, POLICIES, PRICING TERMS etc.   
 OF    CUSTOMERS, DISTRIBUTORs and RESELLERs.

*DEVELOP AND MAKE PRESENTATONS TO THE   CUSTOMERS,
 DISTRIBUTORs and RESELLERs.

*DEVELOP AND MAKE PRESENTATIONS TO THE  CUSTOMERS,
DISTRIBUTORs and RESELLERs.  ON BUSINESS PROGRESS,
EVERY  SIX MONTHS.

*FOR THE ASSIGNED ACCOUNTS, ORGANISE  PRODUCT  
TECHNICAL / OPERATION TRAINING FOR THE STAFF MEMBERS,
 WITH THE  HELP  OF   TECHNICAL  STAFF.

*REGULARLY MAKE FIELD TRIPS TO SUPERVISE, ORGANISE
AND COORDINATE ALL FIELD ACTIVITIES , TO ENSURE
SUCCESSFUL BUSINESS.

*IDENTIFY SHORT / MEDIUM TERM ISSUES ‑‑PRODUCTS etc.
 THAT MUST BE ADDRESSED.

*ESTABLISH AND  MAINTAIN  POLICIES ON  -SELECTION  AND
TERMINATION  OF  CUSTOMERS, DISTRIBUTORs and RESELLERs.

*SUBMIT PLANS  TO THE  SALES   DIRECTOR FOR  
PROMOTIONAL  ACTIVITIES  PLANNED  WITH  CUSTOMERS,
DISTRIBUTORs and RESELLERs  FOR APPROVAL.

*APPROVE ALL EXPENDITURE AND CREDITS  TO  CUSTOMERS,
DISTRIBUTORs and RESELLERs.  FOR - RETURNED GOODS/ ETC.

*MAINTAIN  AN EFFECTIVE  SYSTEM OF CONTROL  OVER
 SUCH  ACTIVITIES  AS   CUSTOMERS, DISTRIBUTORs and RESELLERs.
'MEETINGS, TRAININGS, PROMOTIONS ETC.

*DEVELOP  THE  GUIDELINE  FOR  PRICING  SYSTEM.

*DIRECT AND IMPLEMENT PRODUCT SALES PROMOTIONS ,
 AS  REQUIRED.

ACCOUNTABLE FOR:

**ACHIEVEMENT FOR SALES TARGET/ GP OBJECTIVES.

** ENSURING THE REQUIRED PRODUCT RANGE FOR    
THE ASSIGNED  CUSTOMERS, DISTRIBUTORs and RESELLERs.

**MAINTAIN THE REQUIRED STOCK LEVEL AT THE CHANNEL
 PARTNERS' WAREHOUSE.

**MAINTAIN THE CUSTOMER SATISFACTION / RELATION LEVEL.
============================================================
Business Development Manager [  SALES  directly  TO CUSTOMERS]

Primary objective

Develop new business opportunities to achieve profit targets for the company through the identification and attraction of

new markets and customers.

Specific accountabilities

Identify and evaluate new business opportunities to extend and develop the company's customer and profit base.

Assist in the development of marketing plans for all new and existing products.

Direct research into new business opportunities through all available media.

Prepare and conduct presentations to and negotiations with prospective customers to achieve growth objectives.

Ensure business negotiations are undertaken to protect the company's interests.

Develop strategic plans to achieve new business targets, as directed.

Liaise with marketing and sales staff, industry associations, government bodies and others, to ensure new business

opportunities are identified and followed through.

Prepare regular reports and analyses of new business achievements, opportunities and targets.

Ensure all business activities comply with relevant Acts, legal demands and ethical standards.
========================================================
BUSINESS  DEVELOPMENT  IS  AN  UNIQUE  FUNCTION.

Business Development  is  driven   by   change
Business development potentially includes everything involved with the quality of the business or the organization. Business development planning first requires establishing the business development aims, and then formulating a business development strategy, which would comprise some or all of the following methods of development.
sales development
-by  selling  more products  to  the  current  customers.
-by  selling  new products  to  the  current  customers.
-by  selling  current  products  to  the  new  customers.
-by  selling  new  products  to  the  new  customers.
-by  developing  new   products
-by  entering  /  selling  in  new  markets
-by  increasing  market  coverage
-by  increasing  customer  coverage
-by  increasing  product  coverage
-by  increasing  product  range.
new product development
-NEW  SERVICES
-NEW  DELIVERY  SYSTEMS
new market development
-NEW  MARKET  SEGMENTS
-NEW  GEOGRAPHY  AREAS
business organization, shape, structure and processes development.
tools,  and supply-chain development
people, management and communications (capabilities and training) development
strategic partnerships and distribution routes development.
Generally business development is partly scientific, and partly subjective, based on the feelings and wishes of the business owners or CEO. There are so many ways to develop a business which achieve growth and improvement, and rarely is just one of these a single best solution. Business development is what some people call a 'black art', ie., difficult to analyse, and difficult to apply a replicable process.

========================================================
Seven Steps

New business marketing , the following is a seven step process that you  can use to develop new business and new sales for your service.

The Seven Steps to New Business Development

1. Opportunity Identification

2. Opportunity Preparation

3. Organizational Marketing

4. Sales Marketing

5. Prospecting

6. Personal Selling

7.ServiceforReselling
-------------------------------------------------------------
The Seven Steps to New Business Development

The following are some checklist ideas for you to consider for accomplishing each of the seven steps. The list is comprehensive, but incomplete. Each situation requires its own thinking, planning, and action.

I. Opportunity Identification

‑ Identify all segments that you serve (such as geography, markets  segments , industry segments]

-identify all segments you don't serve, or don't serve well, that it is logical that you could serve.

-Look at the customers, segments, services  and  determine what opportunities that presents.

-Ask customers what they want and need (either in person, by phone, by survey, by focus group, or other methods).

‑ In addition, look for opportunities customers (or especially your
major customer contacts) may not think of or even know about  you / your  organization.

Look at your  bank's existing  services, for what could be exploited or sold better.

Look at your  bank's special strengths.
Look at your own personal strengths.

Look for a few opportunities to concentrate on that have a high potential for large results.
-------------------------------------------------------------
2. Opportunity Preparation

Learn customer needs and technologies related to the opportunity, service,  you have identified or focused on.

Learn technologies related to effectively selling and delivering the service, product,  to the customer.
Like  online servicing  etc.

Prepare sales literature.[ QUALITY  BROCHURE  as well as  WEBSITE ]
Prepare presentation materials and literature. [ MULTI  MEDIA  ]

Look for added value, which you or your company might add or increase, to improve on the service or make it more valuable or easier to use.
---------------------------------------------------------------------------
3. Organizational Marketing

The purpose of marketing is to get customers to contact you asking about your new service  or to get them to feel favorably toward your organization and your new service so that when you contact them they are receptive.

Obtain reference letters .

Start by focusing on the segments with the greatest opportunities, that is, unless you determine that you first need to focus into smaller segments. This would be either because you need to learn more, or because you don't have the resources to support the larger opportunity segment.

After selecting segments for emphasis, prepare for advertising, direct mail, telemarketing, publicity, and other organizational communications as appropriate to support the new service or opportunity.

Select the most effective marketing communications approach (such as direct mail supported by follow‑up telemarketing), implement it, and support it effectively (in other words, if you get good leads, make sure you follow them up).


Develop relationships with industry and market "influencers" (such as experts, magazine editors, association executives, or people of renown in leading customer companies).

Take action to strengthen bonds with existing customers and obtain positive publicity from that relationship, such as publishing an article about how your service helped the customer, while at the same time making the customer look wise and smart.
-------------------------------------------------------------------------------------
4. Sales / Marketing


The purpose of Sales marketing is to get prospects or customers to contact you personally, asking about the service, or to get them to favorably toward either you personally or your new service ,, so when you contact them they are receptive.

Select  market segments / customer segments , on which  to  focus  your  efforts. They might be selected because they have large s profit potential, because they should be easy to sell to, because should be easy to partner with and learn from .


Network with customers and influencers. join customer industry associations (regionally and/or nationally). Become active in associations. Become a resource to associations and to target  markets / industries.

Look for additional ways to leverage your selling

-such as giving presentations at association or customer company meetings or developing educational seminars.

Devise and implement a strategy to develop friendly business relationships with influencers and customers. This is so they are more  inclined to give you business, time, and information, and to give you referrals and names of potential prospects both in their organizations and elsewhere.

Devise and implement a strategy to market yourself to potential prospect‑generators and referral‑providers, as a person and a company highly worthy of receiving referrals, so they are more likely to refer prospects to you .
-------------------------------------------------------------------------------------------------   
5.Prospecting

     0

After  identifying segments and prospect types on which to focus, look for and find lists Of matching Potential prospects, (companies, business units, or people) ‑ There are many sources of such lists both free and available for a charge: the list of largest companies in a number of categories‑available in local business newspapers, Dun & Bradstreet and other financial (and information company) lists of businesses and employers, the computerized D&B list, Corporate 1000 Directory (including names, addresses and phone numbers of key persons and divisions), association directories and lists, purchased mailing lists (by SIC code, location, job function, and business area), the Yellow Pages,  and others.

Attempt  to devise a strategy that identifies decision makers   in these  market segments.


Devise and implement a strategy to market yourself to potential prospect­generators and referral‑providers as a person and company highly worthy of receiving referrals, so they are more likely to refer prospects to you.
---------------------------------------------------------------------------------------------------------------------------------------------------------------
6. Personal Selling

Make an appointment with the prospect by making a "selling" phone contact, perhaps following an introductory letter. Make the letter short and powerful. Refuse to sell or give your specific "ideas" on the phone.

Even better, make an appointment by following up on a referral.

Carefully develop a short, powerful justification statement as to why it is extraordinarily important to the prospect that he or she spends a few face‑to­face minutes with you. A potential statement might be something like, "I have some ideas that have been of major benefit to a number of organizations like yours. I need just a few minutes to share them with you. Then you can determine if they might be applicable to your situation. It'll be entirely up to you. Is that fair?" (After getting a positive response, ‑ask for the appointment and set a specific appointment time and place. The more specific you can be in giving your justification, without giving away your "ideas," the more effective you will be.)

Gather as much appropriate information on the prospect as possible before you make the sales call. This impresses the prospect favorably, helps you to plan and carry out the sales call more effectively, and reduces the number of less important questions you need to ask. Thus, you are able to get to the point quicker.

One of the biggest mistakes in selling, and one that is made frequently, is to begin the presentation before the prospect realizes that he might have a significant problem or need, and before he is "interested" in a potential solution.

For more complex sales, make calls on, develop relationships with, sell to, and keep informed all decision makers and decision influencers.
--------------------------------------------------------------------------------------------------------------------------------------------
7. Servicing  for Reselling

Follow up after the sale to make sure that what was sold was dehvered properly and promptly.

Develop relationships with key customer contacts so they want to continue to do business with you, readily share information with you, recommend you, and give you many results‑generating business referrals.

Take action to strengthen bonds with customers and obtain positive publicity from that relationship, such as publishing an article about how your service helped the customer, while at the same time making the customer look wise and smart.

After providing service of great value, and after establishing a friendly, respectful, trusting relationship with as many key customer contacts as possible, then proactively (creatively and in most cases subtly) solicit numerous and powerful testimonials and referrals.
=============================================
NOW  COMING  TO  YOUR  SPECIFIC   QUESTIONS

A) Can i do one MBA and come back and join in business development manager role?
Yes, you can  complete  MBA[ marketing]  and  join  in the  role  of  business development.
-------------------------------------------------------------------------------------------
B) does this role require very strong technical background.
BUSINESS  DEVELOPMENT  ROLE   DOES  NOT  REQUIRE A  TECHNICAL BACKGROUND.
-in IT  field,  a technical  background  would  be  useful.
-But  with a  MBA  marketing,  you can  do  business  development in  many  fields
*industrial  products
*service  industries
*insurance
*finance  field
*hospitality fields
etc etc
--------------------------------------------------------------
c) except project management , and business analyst are there roles in IT WHICH I CAN TAKE.(DOES NOT NEED TECHICAL KNOWLEDGE)
In ITES  /  BPO / etc, there  is  no  need  for  technical  knowledge
but  if  you have  it is  useful.
IN INDIA, IT  SEEMS  THE  EMPLOYERS  INSIST  ON  TECHNICAL KNOWLEDGE
------------------------------------------------------------------------------------
D) If I JOIN IT SALES IN a small company will it give me advantage to take the role of business development manager
in future once i do AN MBA
With  an  MBA  marketing, the  scope is  varied/ wide.  YOU  can grow
to  positions  like
-BUSINESS  DEVELOPMENT  MANAGER
-SALES  MANAGER
-DIRECTOR  OF  SALES
-VICE  PRESIDENT  [SALES]
ETC
------------------------------------------------------------------
E) i have only 2 yrs IN IT , should i gain more experience
only then shift into BUSINESS DEVELOPMENT MANAGER or can i shift immediately once i do MBA?
I  would suggest  --shift  as soon as  possible.
YOU NEED  at  least  2  years  to  get  a  good  grinding  in  BUSINESS  DEVELOPMENT.
--------------------------------------------------------------------------

F) iam planning to quit my job join a small comapny in IT SALES PREPARE GMAT AND DO MBA AND COME BACK AND JOIN AS BUSINESS DEVELOPMENT MANAGER OR BUSINESS ANALYSTS.CAN I DO
as i dont want to do coding.
-I  understand  you situation --coding  has  no  scope / opportunities  for  growth.
BUT  MBA MARKETING  IS   A  MUST,  IF  YOU   WANT  THE  LADDER
IN  AN ORGANIZATION.
=======================================
REGARDS
LEO LINGHAM




---------- FOLLOW-UP ----------

QUESTION: sir,

Thankyou so much, i need to talk to you can i have your number with your permission please.You can mail ne to
viswa_erd@yahoo.co.in

Thanks and regards
visveswaran

ANSWER: VISVESWARAN,

SINCE  I  AM  ON AN  ASSIGNMENT, WHICH  TAKES ME

AROUND  DIFFERENT  LOCATIONS IN THE  NEXT  FEW  MONTHS,

IT WILL BE  ALMOST  IMPOSSIBLE  TO  GET ME  ON THE

PHONE  BECAUSE  OF THE  DIFFERENT  TIME  ZONES.


BUT  I CAN ALWAYS  HELP  YOU OUT  THROUGH

THE  EMAIL  ON THE  RUN.

leolingham2000gmail.com


REGARDS
LEO LINGHAM

---------- FOLLOW-UP ----------

QUESTION: sir,
with continuation , to my previous question in marketing.
I would like to ask you a few questions

1)I got a job in presales in a very small company called SPSS
and they offer me very less salary far below my current salary at wipro , but will it be a good break for me, i need to support the sales team for selling of datamining software?
2)I am working as a datawarehouse professional, the datawarehouse job prospects are too good, and money the onsite oppurtunaties are excellent,but iam not comfortable
nor iam an expert in this field, i am already 28 yrs old should i quit and start from presales as a fresher, or should i try to coop up in my field and work hard(though i hate hate coding).

3)I Was told the marketing job is even more high pressure
job, and too much stress related job, requring special kind of talent, not every one can with stand the pressure in marketing is it true?

4)Are the salaries of sales guy very less comapred to IT GUY WHO IS IN CODING?
5 ) typical growth ladder of IT GUY COMPARED TO MARKETING can you contrast,i mean what would i be after 5 yrs if iam in coding, and in marketing.
6)are there roles in this world other than marketing or coding, where i can venture at this age please let me know .

Answer
VISVESWARAN,
HERE IS SOME  USEFUL  MATERIAL.
REGARDS
LEO LINGHAM
====================================
1)I got a job in presales in a very small company called SPSS
and they offer me very less salary far below my current salary at wipro , but will it be a good break for me, i need to support the sales team for selling of datamining software?
[-what  you  got is  an  opportunity.  
You  must exploit  the  opportunity.
The  presales  is  actually  a  business  development  job.
-it  needs  the  correct  support /  direction  from  the  bosses,
otherwise  it   will  be  a  big  disappointment.
ALSO  TAKE  THE  OPPORTUNITY  TO   DO   THE  MBA.
=====================================================
2)I am working as a datawarehouse professional, the datawarehouse job prospects are too good, and money the onsite oppurtunaties are excellent,but iam not comfortable
nor iam an expert in this field, i am already 28 yrs old should i quit and start from presales as a fresher, or should i try to coop up in my field and work hard(though i hate hate coding).
[the  coding  job  is  a  money  earner, initially
but  not  a  career  job.  SO  COLLECT  THE  MONEY
AND  CHANGE  THE  DIRECTION/SEEK  THE  CAREER  OF  CHOICE.
===============================================================
3)I Was told the marketing job is even more high pressure
job, and too much stress related job, requring special kind of talent, not every one can with stand the pressure in marketing is it true?

MARKETING   JOB   IS  NOT  HIGH  PRESSURE/ STRESSFUL.
PEOPLE  WHO  SAY  SUCH  THINGS  LACK  THE  UNDERSTAND  OF THE  PROCESS.
FOR  SUCCESS,  THIS  FORMULA   APPLIES
aptitude x  attitude  x  motivation  x  efforts.
--------------------------------------------------------------------------
sales development
-by  selling  more products  to  the  current  customers.
-by  selling  new products  to  the  current  customers.
-by  selling  current  products  to  the  new  customers.
-by  selling  new  products  to  the  new  customers.
-by  developing  new   products
-by  entering  /  selling  in  new  markets
-by  increasing  market  coverage
-by  increasing  customer  coverage
-by  increasing  product  coverage
-by  increasing  product  range.
New business marketing , the following is a seven step process that you  can use to develop new business and new sales for your service.

The Seven Steps to New Business Development

1. Opportunity Identification

2. Opportunity Preparation

3. Organizational Marketing

4. Sales Marketing

5. Prospecting

6. Personal Selling

7.ServiceforReselling
-------------------------------------------------------------
The Seven Steps to New Business Development

The following are some checklist ideas for you to consider for accomplishing each of the seven steps. The list is comprehensive, but incomplete. Each situation requires its own thinking, planning, and action.

I. Opportunity Identification

‑ Identify all segments that you serve (such as geography, markets  segments , industry segments]

-identify all segments you don't serve, or don't serve well, that it is logical that you could serve.

-Look at the customers, segments, services  and  determine what opportunities that presents.

-Ask customers what they want and need (either in person, by phone, by survey, by focus group, or other methods).

‑ In addition, look for opportunities customers (or especially your
major customer contacts) may not think of or even know about  you / your  organization.

Look at your  bank's existing  services, for what could be exploited or sold better.

Look at your  bank's special strengths.
Look at your own personal strengths.

Look for a few opportunities to concentrate on that have a high potential for large results.
-------------------------------------------------------------
2. Opportunity Preparation

Learn customer needs and technologies related to the opportunity, service,  you have identified or focused on.

Learn technologies related to effectively selling and delivering the service, product,  to the customer.
Like  online servicing  etc.

Prepare sales literature.[ QUALITY  BROCHURE  as well as  WEBSITE ]
Prepare presentation materials and literature. [ MULTI  MEDIA  ]

Look for added value, which you or your company might add or increase, to improve on the service or make it more valuable or easier to use.
---------------------------------------------------------------------------
3. Organizational Marketing

The purpose of marketing is to get customers to contact you asking about your new service  or to get them to feel favorably toward your organization and your new service so that when you contact them they are receptive.

Obtain reference letters .

Start by focusing on the segments with the greatest opportunities, that is, unless you determine that you first need to focus into smaller segments. This would be either because you need to learn more, or because you don't have the resources to support the larger opportunity segment.

After selecting segments for emphasis, prepare for advertising, direct mail, telemarketing, publicity, and other organizational communications as appropriate to support the new service or opportunity.

Select the most effective marketing communications approach (such as direct mail supported by follow‑up telemarketing), implement it, and support it effectively (in other words, if you get good leads, make sure you follow them up).


Develop relationships with industry and market "influencers" (such as experts, magazine editors, association executives, or people of renown in leading customer companies).

Take action to strengthen bonds with existing customers and obtain positive publicity from that relationship, such as publishing an article about how your service helped the customer, while at the same time making the customer look wise and smart.
-------------------------------------------------------------------------------------
4. Sales Marketing


The purpose of Sales marketing is to get prospects or customers to contact you personally, asking about the service, or to get them to favorably toward either you personally or your new service ,, so when you contact them they are receptive.

Select  market segments / customer segments , on which  to  focus  your  efforts. They might be selected because they have large s profit potential, because they should be easy to sell to, because should be easy to partner with and learn from .


Network with customers and influencers. join customer industry associations (regionally and/or nationally). Become active in associations. Become a resource to associations and to target  markets / industries.

Look for additional ways to leverage your selling

-such as giving presentations at association or customer company meetings or developing educational seminars.

Devise and implement a strategy to develop friendly business relationships with influencers and customers. This is so they are more  inclined to give you business, time, and information, and to give you referrals and names of potential prospects both in their organizations and elsewhere.

Devise and implement a strategy to market yourself to potential prospect‑generators and referral‑providers, as a person and a company highly worthy of receiving referrals, so they are more likely to refer prospects to you .
-------------------------------------------------------------------------------------------------   
5.Prospecting

     0

After  identifying segments and prospect types on which to focus, look for and find lists Of matching Potential prospects, (companies, business units, or people) ‑ There are many sources of such lists both free and available for a charge: the list of largest companies in a number of categories‑available in local business newspapers, Dun & Bradstreet and other financial (and information company) lists of businesses and employers, the computerized D&B list, Corporate 1000 Directory (including names, addresses and phone numbers of key persons and divisions), association directories and lists, purchased mailing lists (by SIC code, location, job function, and business area), the Yellow Pages,  and others.

Attempt  to devise a strategy that identifies decision makers   in these  market segments.


Devise and implement a strategy to market yourself to potential prospect­generators and referral‑providers as a person and company highly worthy of receiving referrals, so they are more likely to refer prospects to you.
---------------------------------------------------------------------------------------------------------------------------------------------------------------
6. Personal Selling

Make an appointment with the prospect by making a "selling" phone contact, perhaps following an introductory letter. Make the letter short and powerful. Refuse to sell or give your specific "ideas" on the phone.

Even better, make an appointment by following up on a referral.

Carefully develop a short, powerful justification statement as to why it is extraordinarily important to the prospect that he or she spends a few face‑to­face minutes with you. A potential statement might be something like, "I have some ideas that have been of major benefit to a number of organizations like yours. I need just a few minutes to share them with you. Then you can determine if they might be applicable to your situation. It'll be entirely up to you. Is that fair?" (After getting a positive response, ‑ask for the appointment and set a specific appointment time and place. The more specific you can be in giving your justification, without giving away your "ideas," the more effective you will be.)

Gather as much appropriate information on the prospect as possible before you make the sales call. This impresses the prospect favorably, helps you to plan and carry out the sales call more effectively, and reduces the number of less important questions you need to ask. Thus, you are able to get to the point quicker.

One of the biggest mistakes in selling, and one that is made frequently, is to begin the presentation before the prospect realizes that he might have a significant problem or need, and before he is "interested" in a potential solution.

For more complex sales, make calls on, develop relationships with, sell to, and keep informed all decision makers and decision influencers.
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7. Servicing  for Reselling

Follow up after the sale to make sure that what was sold was dehvered properly and promptly.

Develop relationships with key customer contacts so they want to continue to do business with you, readily share information with you, recommend you, and give you many results‑generating business referrals.

Take action to strengthen bonds with customers and obtain positive publicity from that relationship, such as publishing an article about how your service helped the customer, while at the same time making the customer look wise and smart.

After providing service of great value, and after establishing a friendly, respectful, trusting relationship with as many key customer contacts as possible, then proactively (creatively and in most cases subtly) solicit numerous and powerful testimonials and referrals.


if  you  apply  the  above  steps  effectively
with   the  support  of  the  management,
you  must  succeed.
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4)Are the salaries of sales guy very less comapred to IT GUY WHO IS IN CODING?
The coding  jobs  are  paid high  to   attract  people.
but  the  career  path is very  limited.
BUSINESS  DEVELOPMENT  HAS  THE  SCOPE/EARNING  OPPORTUNITY.
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5 ) typical growth ladder of IT GUY COMPARED TO MARKETING can you contrast,i mean what would i be after 5 yrs if iam in coding, and in marketing.
IN  CODING
-after  5/7  years  you  could become  a  ''TEAM  LEADER''
-after  10/12  years  ----MANAGER
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IN  MARKETING
-BUSINESS   DEVELOPMENT  EXECUTIVE
-MARKETING  MANAGER
-MARKETING  DIRECTOR
-V.P.MARKETING
OR
-MARKETING  CONSULTANT
ETC
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6)are there roles in this world other than marketing or coding, where i can venture at this age please let me know .

YOU  NEED  A  MBA-  ANY  FIELD
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