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Report Consultant names GroupBDO among the Top Global B2B Revenue Generation Vendors for 2020-2021
Outsourcing Business to Business Revenue Acceleration Market To Witness Heightened Revenue Growth During The Forecast Period 2020-2027 With Top Key Players: GroupBDO, Statista, Accenture, Triniter, HCL, IBM, Accenture,Infosys, Capgemini
Gartner CSO Review 07 Dec, 2020 > What CSO's are saying is most important for 2021.
The Critical Business Development Importance of
The race to 2021 client acquisition and profits has started.
There are no days off for BPO sales in the United States.
The first quarter business development process as historically been great productive months for GroupBDO and our clients for the following reasons:
C level contacts need to get the new year off to a great start. They are more focused and open to accept calls, but more importantly to speak frankly and openly regarding what may not have worked in their business development and sales process during the year.
Most sales and business development teams grow weary by Q4, this is when our teams take advantage of the mindset of the weary.
Companies that slow down their BD and sales efforts in Q4 will never truly make up the time as competitors will have already scheduled multiple calls/visits in Q4 that put their company at the head of the line when others are just starting to identify and qualify opportunities.
Typically companies are looking for new vendors for the new year and the relationship-building starts now for the new year.
The is no slowdown in business development and sales work during the year.
The Importance of First Mover Advantage for 2021
Four Pitfalls to Avoid to Ensure Sales Success in Q1
It’s the first fiscal quarter of 2021. In your meetings and strategy development, you seek to build upon the success that you had in Q3 and Q4. Ahead of you is a brand-new chapter, full of possibility and promise. While it’s important to celebrate your recent successes and create a plan to be even better this year, don’t get ahead of yourself. All too often, salespeople get complacent after having a great fourth quarter and take their foot off the gas as the new year rolls in. Starting small and avoiding common missteps is the best way to ensure success for yourself and your team.
Pitfall #1: Slowing your momentum and starting over.
If you’re coming off of a great fourth quarter, it’s a natural reaction to ease up and coast on your successes. However, this is the quickest way to set yourself back in the pursuit of having an even better sales year. Instead, use your momentum to your advantage and act with the same urgency in the new quarter that you did in the previous quarter. You’ll be ahead of schedule before you know it if you set yourself up for a positive start. As a leader, maintaining this level of passion and drive will motivate others to operate to the best of their ability, breeding a culture of determination and hard work to begin the year. One great way to keep up the momentum is to have a new year kickoff meeting in the first couple of weeks in January. Schedule a meeting in your office to get your sales team excited, by reviewing the goals you’ve set for the year and how you all will work together to accomplish them.
Pitfall #2: Emptying your pipeline.
Typically, the mindset in the waning months of the previous year is to close as much business as possible. This is an important step in the process, but as the calendar shifts, your priorities should too. To start the year, you need to fill your pipeline with as many qualified suspects as possible. The majority of your time should be filled with prospecting. By focusing on prospecting and driving leads early in the year, you’re harming yourself and your team with the tools to be successful all year long.
Pitfall #3: Setting overly conservative or aggressive goals.
Another way to prime yourself for greatness is to set higher expectations based on what you achieved in the previous year. Whether that’s a new revenue number for your business or an increased number of qualified leads in the first quarter, make sure your business goals are challenging, but not too lofty. It’s important that your goals are still realistic, but you don’t want them to be too conservative or you and your team may not be as motivated to achieve them. If you’ve set challenging business goals, one way to keep your team motivated is to incentivize each individual salesperson based on their individual goals. That way, everyone will be equally motivated and off to a strong start in reaching the goals you’ve set for the year.
Pitfall #4: Disregarding industry shifts.
Don’t overlook industry shifts or trends. Successful sellers and business owners are constantly staying up to date on the current happenings in the industry, but the best are looking past that to “what’s next.” Those that can anticipate events in the industry based on existing trends can prepare themselves to adapt accordingly. To blindly progress through the year and only react to changes as they occur is risky, and can ultimately hinder your sales numbers and achieving your overall goals. Staying in tune with what’s relevant in the industry will help to shift your business goals so you can still achieve success. Remember, what you did last year, may or may not achieve the same results this year, but either way, if you want to do better, you will have to grow, change and adapt in 2021.
Contact GroupBDO to get your team off to a great start.