Anatomy of an All-Star Business

1. 1
The Anatomy
of an All-Star
BUSINESS
DEVELOPMENT
TEAM

2. 2
In 1991, runnerAnn Trason finished a 100-mile
ultramarathon in less than 13.5 hours.
Power lifterEddie Hall set a world record by
deadlifting 1,019 pounds in 2015.
In 2008, NFL All-starChris Johnson ran the 40-
yard dash in 4.24 seconds.
At peak condition, the human body is capable
of some amazing things.
The same holds true for your
business development team.

3. 3
At the heart of an All-star’s ability to achieve is…
well, the heart.
The center of the cardiovascular system, the
human heart beats about 100,000 times every
day, delivering oxygen and nutrients to the
entire body.
The heart of an All-star business development
team is the ethos of the team. The ethos is the
character of the team: the vision, ideals, and
beliefs that guide the actions of its members.
Everything flows from the team’s ethos.

4. 4
During one lifetime,
the power output of a
human heart is around
2.5 gigajoules—more
than any other muscle.
Like the heart,ethos can be trained and strengthened.
How can a team develop a strong ethos?
It’s all about leadership. Leaders must first communicate the
vision that motivates them to move. Then they must act on
their vision. The attitudes and priorities that are consistently
modeled by leaders will be adopted by the team.

5. 5
Over 200 different bones make
up the skeleton, the framework and support for the
human body.
Like the skeleton, a set of well-practiced systems and
processes provide a structure that keeps business
development teams organized and productive.
Building a strong system requires time and careful
thought. All-star business development teams take the
time to formalize their systems, creating playbooks
and sales execution plans to solidify the “skeleton” of
the team.

6. 6
Having a strong, stable structureis important,
but to really get things moving, you need muscles.
Think of your sales personnel as the muscles of your business
development team. Like the muscles of the human body, many
different types of people are necessary to create a strong team.
You need specialization:
Farmers: Account
management experts
who work existing
accounts for further
business and referrals
Hunters: New business
development specialists
who contact leads and
find good prospects for
your business
Closers: Opportunity
management
professionals who
overcome obstacles to
close the deal

7. 7
The cardiovascular system consists of an extensive
network of arteries, capillaries and veins. It might not be very
glamorous, but these vessels deliver oxygen and nutrients from the
lungs and heart to the rest of the body.
Sales coaches, trainers, and team leaders are similarly tasked with
ensuring your business development team has everything it needs
to succeed. They provide accountability and ensure that your sales
executives understand how to make the most of the tools available.
Laid end-to-end, the vessels of
the cardiovascular system would
stretch 60,000 miles: more than
twice the Earth’s diameter!(https://s-media-cache-ak0.pinimg.com/736x/1f/42/29/1f42291fa370c022b1996e45cde82c7a.jpg)

8. 8
Let’s break it down:The digestive system is all about
turning the food you eat into nutrients your body can use.
In business development, the marketing automation process
provides the fuel you need to get your business moving. All-
star teams have the discipline and expertise to break the
market down, delivering a consistent stream of qualified leads
to your sales personnel.

9. 9
Nerve signals in
the spinal column
travel at 268
miles per hour.
If you don’t react to obstaclesin your
path, it’s going to hurt. The central nervous system—the
sensory organs, brain, and nerves—lets you perceive
and react to your changing environment.
Your analytics processes are your senses, empowering
you to react quickly to changing market forces. You
need experts who can look into your company’s data
and perceive trends and opportunities.

10. 10
About NuGrowth
NuGrowth Solutions helps organizations
grow their businesses with pace and
purpose. We build and lead results–
oriented, “sales as a service” business
development teams and support them
with exceptional lead gen marketing—
utilizing our propriety territory
management methodology to generate
leads, build pipelines and increase sales
for our clients.
4181 Arlingate Plaza,
Columbus, OH 43228
(p) 800.966.3051 (f) 614.388.5811
www.nugrowth.com
Copyright ©2015, NuGrowth Solutions
“To hit the right outbound volume, (business development) has to
be your mission. It has to be your focus. You can’t do it part time.”
By sourcing it out we know there are no distractions and that
they have a core group around them that helps them stay
focused and learn from each other. Not only that, I don’t have to
worry about managing the inside sales team. NuGrowth does
that for me.”
-Long Term NuGrowth Client,
Executive VP of Client Services
What separates All-Stars
from their competitors?
All-stars train hard, optimizing every part of their
body to accomplish their goal. All-stars devote themselves to one
mission, investing everything to be the best.
If you’re looking to grow your business, consider teaming up
with an All-star. NuGrowth Solutions is your outsourced sales
partner. Our team has discipline, expertise, and a proven process
for business development.
If you are interested in working with a partner you can trust
to grow your business, please give us a call at 800-966-3051
or contact us here.