stick around because I'm about to share
three tips on how to make it in business
development business development is a
taxing job if you don't know how to do
it if you don't know what business
development is it is sales you're
selling something you're finding and
developing new business there are two
groups of business developers one is a
director level business development
person who you're normally bringing onto
the team because they have contacts but
the majority of people that are in
business development are actually just
low-level sales people that are in it to
either cold email to find new clients or
sell inbound leads sell people that are
contacting the company on working with
their company I have done both I'm the
chairman of a lead generation company
called x27 and I teach people on YouTube
how to generate more leads we've booked
meetings with most of the fortune 500 at
this point and our focus is finding
billion dollar brands so I know a thing
or two about business development I also
started as a junior sales guy in New
York City and within two years had
outsold the founders of the company and
the director of is dev so I know a thing
or two about business development here
are my top three tips on how to make it
in business development number one is
care about the customer more than your
team meaning know the customers problems
and know why they're buying from you
specifically from you and your company
meaning you got to know why your
competitors suck and you have to go
through that entire customer buying
process one of the first things I did
when I was working at the app
development company in New York City is
I googled app developers NYC I tried to
do what a customer would do and I came
up with a bunch of companies that the
customers would likely be talking to I
looked at all of those competitors
websites figured out in my mind why we
were better and I was able to come to
the customers with those conclusions not
directly telling them like hey we're
better than X company because we do this
but just knowing those helped so much in
my confidence in my delivery when it
came to selling clients on working with
us specifically hey we're giving away
the email 10k course to one of our lucky
subscribers for three to win all you
have to do
is subscribe to the YouTube channel we
have some crazy cold email and business
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10k.com/ checklist and getting are
free cold email optimization checklist
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email 10k you can get that for free and
that goes for your team too if the
business you're selling has obvious
shortcomings then it's up to you as a
sales person to either improve that
about your business by constantly
pitching the owners unimproved
getting out or selling something else
and that's exactly what I did at the app
development company I pitched the
founders constantly on how we could be
positioning ourselves differently on
what we could improve and they made me
director of marketing that was it junior
sales person to director marketing by
just pointing out problems and solutions
and if you are a sales person and you
know why your company sucks and you tell
the founders and they don't fix it go to
one of your competitors you're a great
salesperson look at you you're following
these tips you're on this YouTube
channel if you're not on this YouTube
channel subscribe to this YouTube
channel because we do tips like this all
the time you're obviously trying to
improve yourself you're a great
salesperson go somewhere else that
deserves you number two is once you've
internalized what your customers are
seeing and why your company is better
fill your calendar with as many meetings
as you can sounds super simple how do
you get a bunch of meetings on your
calendar now you might be wondering well
it starts by defining your goal you as
this junior sales person as a business
development rep you want to be booked
back-to-back-to-back-to-back you want as
many meetings as many proposals going
out as humanly possible and that means
whether it's your job or not you need to
be cold calling you need to go to events
every single day if you have to send
cold emails to followup with literally
everybody hustle more and you'll sell
more it's that simple the more activity
you're doing as long as you're
optimizing and improving that activity
based on real feedback the more you're
gonna sell simple as that and the better
you're gonna do the higher the chance
you're gonna make it in business
development and your boss is not going
to tell you to do all this stuff the
boss isn't gonna be like make 100 cold
calls this week go to 10 events
find X number of leads they're not going
to outline this for you because they
don't do it themselves and they don't
really even know the level of activity
that is possible so start doing all this
stuff assign it as your own and then
maybe you'll become director of business
development and you can tell your
juniors to do this as well that's number
two fill your calendar with meetings
however you can the biggest generators
of meetings when I was in New York City
were events I would go to meetups
constantly I even hosted my own meetup
that ended up with three thousand
members cold emailing which is making a
list of companies that I thought would
be a good fit for our company and
pitching us to them listing us in
directories I would go out and list our
agency in clutch and answer core
questions and do inbound marketing and
then working referrals I would talk to
every customer that I was able to talk
to and ask them if they had anybody we
could do business with I talked to our
past customers to try to reengage them I
would pitch ideas to different
departments so we were working with
University of Oklahoma at one point and
I pitched them on a Board of Regents app
we would explore constantly new avenues
within the companies that we had to
increase our revenue that way number
three is work all parts of the pipeline
meaning at any point in your sales
career in your day to day at any given
time you want people being added to your
pipeline you want people being moved
forward from contact to negotiation to
closed and you want people closing every
week that should be happening you should
get one close a week at least you should
be moving a couple people through your
pipeline you should be adding new people
to your pipeline and you might say one
closing week that's crazy because we're
selling hundred K plus deals well I was
getting pretty close I think we ended up
with a close every two weeks on average
for our number which is pretty insane
and the way that we're able to do that
is high volume you want people being
added constantly we've generated
millions of dollars in revenue for our
clients and ourselves just from cold
email the problem is if you've tried
cold email it's not as straightforward
or easy as it looks we've put together
the cold email optimization checklist
that we use internally to make sure all
our cold emails are of the highest
quality in a very straightforward
checklist format to get it go over to
email 10k comm slash check wise even
when you hit quota for the week
say you closed the one deal you're
supposed to close you want to keep
adding people to the pipeline so that
you can get ahead of next week's number
based on a sales persons numbers now you
can tell that they were lazy six months
ago and really you should be doing this
yourself when I was a salesperson I
would look at my numbers and I'd be like
this week my sales suck because three
weeks ago I didn't go to an event and
you want to be able to track it that
well and then use that as motivation
there's a huge lag in results so you
could go even to three months of being
lazy your boss will never know but then
on month four when your numbers aren't
really need to be you'll get fired
there's a huge lag which makes it easy
for sales people to get lazy because
what that also means is you could slack
off for two months and then work for one
month and still have a chance of hitting
your number if you do that you might
rank in business development but you're
not gonna be the number one person at
the company doing that
the number one person is working and
filling their pipeline consistently with
leads moving deals forward and closing
deals so those are my three tips on how
to make it in business development care
about the customer over your own team
fill your calendar with meetings however
you can and always work all parts of the
pipeline you do all three of those
things you're gonna make it in business
development thanks for watching the
video I'm Alex Berman subscribe for more
content like this like this video to
encourage this type of content and let
me know down below are you trying to
make it in business development what are
some of the things you're struggling
with let's get a conversation going
thanks for watching I'm Alex Berman