2Bobs—with David C. Baker and Blair Enns Critical Questions Your New Business Person Should Be Able to Answer
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Jun 3, 2020 New business professionals often struggle with key questions critical to their success. The podcast dives into the importance of firms equipping their teams with the right tools and knowledge. It highlights defining qualified clients and the challenges in navigating spending habits. The balance between pursuing opportunities and adhering to client criteria is discussed, emphasizing collaboration. The need for understanding compensation structures and accountability in sales is also explored, alongside the shift from a transactional to a consultative approach in client interactions.
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Define Qualified Client Criteria
- Clearly define what constitutes a qualified client for your firm and communicate it internally and externally.
- Use criteria like client's money source, access to decision makers, potential spend, and project size to qualify leads effectively.
Be Opportunity Gatekeeper
- Act as a gatekeeper to ensure only qualified opportunities advance to protect firm resources.
- Collaborate with principals to carefully evaluate compromises on client criteria before pursuing.
Quality Over Quantity in Sales Goals
- Focus on quality, not just quantity, when setting new business goals for bringing in clients.
- Aim for a manageable number of high-quality clients annually to allow patient, strategic sales efforts.