Point number 1 is key.
Business Development versus Sales
Business development (BD) is not sales. It is much more than sales. Business development professionals begin their work when market segments are ill-defined, positioning is not well-formed or not marketed well, awareness of the product or technology (and at times even the concept) is low, and sales in that segment are non-existent (or nearly so).
Sales teams work when business development managers have defined segments, positioned offerings, set targets, and created awareness.
Thus, seasoned businessmen and entrepreneurs know that business development teams are valuable. They build high-impact sales teams and cast the net wide for a sales partner ecosystem.
Yet, many businesspersons want their ecosystem to don a BD role even when this ecosystem is merely reselling. ( A value-added reseller – a company that has services of its own – does business development for itself and thus for its principal on the rebound. This however…
View original post 308 more words