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Too many sellers get stuck focusing only on closing deals. But growth doesn’t start at the finish line. To consistently expand your territory and client base, you need a balanced approach that begins long before the contract is signed.
Key Takeaways:
- Marketing Activities – Building Awareness: Marketing isn’t just for your company’s department—it’s also your responsibility. You need to be visible where your prospects are: on LinkedIn, at local events, and in industry conferences. This personal branding ensures that when potential clients have a problem you can solve, they know who to call.
- Business Development – Playing the Long Game: Think of business development as a chess match. It’s about strategies that don’t pay off immediately but set the stage for future growth. This includes cultivating partnerships and strategically selecting events to maximize long-term ROI.
- Strategic Partnerships – Expanding Reach: Partnerships with individuals or organizations targeting the same audience can unlock new opportunities. These may not generate instant sales, but they create both near-term and long-term pipelines of potential business.
- Sales Activities – Driving Deals to Close: Sales activities are the tactical moves that turn awareness and development into real results. They’re focused on moving specific opportunities forward, from identification through to closure.
- Balancing All Three for Growth
To truly grow your territory or client base, you need all three categories working together. Marketing builds awareness, business development lays the foundation, and sales turns opportunities into revenue.
Who This Video Is For:
This video is for professional sellers and sales leaders who want to build and maintain a strong, consistent sales pipeline. It’s especially relevant for those looking to improve their prospecting, outreach strategy, and sales conversations to drive both short- and long-term success.
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Frequently Asked Questions
The three key categories are marketing activities, business development activities, and sales activities. Together, they help build awareness, develop future opportunities, and close specific deals.
While your company may handle broader marketing, it’s also important to build your personal brand. Engaging on LinkedIn, attending events, and increasing your visibility ensures that clients and prospects know you as a trusted professional when they need solutions.
Business development activities are strategic and long-term, such as forming partnerships or attending key conferences. Sales activities, on the other hand, are tactical and immediate, focused on moving specific opportunities toward closure.
Balancing all three ensures sustainable growth. Marketing builds awareness, business development creates future opportunities, and sales activities convert those opportunities into actual revenue
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