The Business Development Assembly Line S...

Don’t ever let anyone tell you there’s nothing new under the sun. Thought leaders don’t approach the world or their industry that way, so why should you? In this episode, Donald Kelly connects with Andy Buyting – coach, professional speaker, and best-selling author of How to Win Clients and Influence People. In this episode, Buyting introduces his proven-successful take on how to reinvent the relationship between sales and marketing which he outlines further in his 2021 book, Double Sales/Zero Salespeople. See the special offer in our Resources for a free half-hour call with one of the authors of the book!

 Why the “assembly line”?

• Division of labor: splitting any complex process into specific tasks, and allowing people to specialize on one part of the task
• Application in sales and marketing: Where a typical salesperson may be responsible for generating leads and prospecting all the way through making the final sale, Buyting recommends separating the tasks among dedicated people
• Optimize: Once you know what each stage of the process is for your business, you can optimize and automate parts of the assembly line

 “Smarketing”: Intersection of Sales and Marketing

• Frequently, sales and marketing operate too separately, and each department thinks it has all the answers when it comes to meeting goals
• Marketing can help businesses find the right customers, but it can fall apart if salespeople are just selling and not providing value
• Having sales with no marketing can be expensive, payroll-wise!
• Sales and marketing both share the same goal: growing the business. Combining the two creates a more efficient process

“Just like Henry Ford developed the assembly line for the automobile, what is your business development assembly line? What are all of those stations along that journey for your prospect, from the very first time your company spends a time trying to land a sale, until they actually sign a contract? What are those stations, and then ask yourself, ‘how do I optimize each station?’” – Andy Buyting

 Resources

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