Great story from Scott Wells about business development principles. See tools and approaches in the doc (for more points plz see observing Campus ppt in my account).

1. Business Development
IS NOT
Rocket Science

2. A little about me...
Scott Wells
@swells_
• Entrepreneur
• Freelance Brand Strategist
• DJ/Producer

3. A little about me...
I’ve worked for agencies and startups
including:
With clients including:

4. The Universal TruthS About Selling

5. The Universal TruthS About Selling
1. Know your product.

6. The Universal TruthS About Selling
2. People buy things from people
they trust.

7. The Universal TruthS About Selling
3. Inspire, don’t sell features.

8. Who is your audience?

9. Who is your audience?
Yes, but...

10. Who is your audience?
The people you are selling to are
human!

11. Who is your audience?
They have jobs they don’t want to lose,
bosses they want to keep happy and
families they want to provide for and
make proud.

12. Who is your audience?
Most of the time, this means its all
about the numbers:
• Show them the money.
• Show them the KPI’s.
• Asses where they want to be (career-wise) in
the future.

13. Let them know you are a human

14. Let them know you are a human
A.K.A. Establish a Personal Brand:
• LinkedIn and Twitter are a must.
• Tweet your interests, inside and outside of
work.
• Reply on Twitter and comment on blogs.
• Write your own blog!
• Be a regular at industry events.

15. Let them know you are a human
People send way to may non-personal
emails and forms of outreach. Stand out!

16. Let them know you are a human
Add personal touches.

17. Develop a strategy

18. Develop a Strategy
Target Clients Based on 5 Reasons:
1. What do we excel at?
2. What do we make money at?
3. What keeps our employees happy?
4. What can help us in the future?
5. What can bring us more business in the future?

19. Develop a Strategy
Break down into categories.
1. Industry
2. Big/showcase clients.
3. Geographic/Alphabetical

20. Develop a Strategy
Set Daily/Weekly/Monthly Goals.
Analyze the results.
1000 - Cold Calls/Emails
100 - Some level of interest.
10 - Meetings
1 - Deal

21. Prospecting

22. PROSPECTING
1. LinkedIn/Twitter
2. Saleforce’s Data.com
3. Rapportive
4. Real world events and Meetups.

23. PROSPECTING
Salesforce’s Data.com.

24. PROSPECTING
Salesforce’s Data.com.

25. PROSPECTING
Rapportive

26. PROSPECTING
Real World Events

27. Making your pitch

28. Making Your Pitch
1. Don’t try to be like Steve Jobs (you’re not.)
2. Tell a story.
3. Give an example.
4. Back up with evidence and data.

29. Closing the deal

30. Closing the Deal
1. Keep it brief.
2. Follow up religiously.
3. Be assertive.
Use FollowUpThen

31. BONUS: Closing the Deal
Be creative!
• Performance-based
• Equity-based.

32. Final Thoughts

33. FINAL THOUGHTS
Be trustworthy. Be human.
Be a connector even when it’s not in your
immediate best interest.
Execute your plan every day and follow up.

34. IT’S NOT
Rocket Science
Scott wells
@swells_