103: What Business Development Really Means w/ Lucia Piseddu

May 19, 2021 00:27:36
103: What Business Development Really Means w/ Lucia Piseddu
B2B Revenue Acceleration
103: What Business Development Really Means w/ Lucia Piseddu

May 19 2021 | 00:27:36

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Show Notes

What makes a great business development professional? And how does business development differ from sales development in the first place?

In this episode, we interview Lucia Piseddu, Founder at The BD School, about the differences between sales development and business development.

We talked about unlocking a BDR’s creativity, the 4 traits of a successful business development professional and “a difference in goals: sales versus opportunities' .

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

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Episode Transcript

WEBVTT 1 00:00:02.560 --> 00:00:08.349 You were listening to bb revenue acceleration, a podcast dedicated helping software executive stay 2 00:00:08.390 --> 00:00:12.189 on the cutting edge of sales and marketing in their industry. Let's get into 3 00:00:12.230 --> 00:00:16.789 the show. Hi, welcome to be to be a revenue acceleration. My 4 00:00:16.910 --> 00:00:20.949 name is Oenia Muchier and I'm here today with Mucchia, he say do, 5 00:00:21.859 --> 00:00:25.660 found the of the biddy school. How you doing today, Lucia? Very 6 00:00:25.739 --> 00:00:29.660 good. Thank you right, thanks for inviting good. Good. So today 7 00:00:29.699 --> 00:00:34.420 we will be talking about the differences between cells development and business development, but 8 00:00:34.579 --> 00:00:39.009 before we get the conversation going, would you mind introducing yourself in a little 9 00:00:39.049 --> 00:00:44.329 bit more detail, as well as the organization you represent, the bed school? 10 00:00:44.969 --> 00:00:48.049 Absolutely so, Bob. Yeah, so I'm the founder of the bad 11 00:00:48.210 --> 00:00:52.159 school, which stands for the Business Development School, and we are the first 12 00:00:52.200 --> 00:00:58.000 educational platform entirely dedicated to business development. I launched this company in February twenty 13 00:00:58.079 --> 00:01:00.679 and nineteen after one year of research, and I did it because I spent 14 00:01:02.039 --> 00:01:07.510 about now it's thirteen years working in business development in different sectors, different industries, 15 00:01:07.909 --> 00:01:10.189 and at some point I kind of beat a wall with my career. 16 00:01:10.269 --> 00:01:12.510 In two thousand and seventeen and walk, as I usually do, I started 17 00:01:12.590 --> 00:01:17.069 learning again, but I figured out that there wasn't really a place to learn 18 00:01:17.189 --> 00:01:21.700 business development in structure way and everybody seemed to be doing it differently. So 19 00:01:22.219 --> 00:01:26.180 I decided to take on the challenge. I gathered the team around my idea 20 00:01:26.340 --> 00:01:30.060 and that's where to be the school started. So we started with the community, 21 00:01:30.299 --> 00:01:36.209 which then transformed into a blog than eventually in a proper educational company. 22 00:01:36.250 --> 00:01:40.530 We do training, we do mentor shape, we organize events and basically we 23 00:01:40.930 --> 00:01:45.609 provide all the tools for business developers and start up founders to learn business development 24 00:01:45.689 --> 00:01:49.599 in a structure way and become more effective at this job. Okay, okay, 25 00:01:49.640 --> 00:01:55.359 so would you say that your platform is is more dedicated to see US 26 00:01:55.519 --> 00:02:00.400 arrows looking at setting up the big team, or do you think is more 27 00:02:00.480 --> 00:02:05.469 dedicated to the bed person? So we're going to get to speak about it, 28 00:02:05.590 --> 00:02:08.509 but as the Avidia idea, idea, whatever you want to call them, 29 00:02:08.550 --> 00:02:14.389 dare at the end person. So with the platform following follow. Yeah, 30 00:02:14.629 --> 00:02:17.860 so at the moment is more targeted to business development professionals. As start 31 00:02:17.900 --> 00:02:23.939 off founders and as business development professionals, we well, we really target the 32 00:02:23.020 --> 00:02:28.580 majority of the people which have from zero to up to six ten years experience 33 00:02:28.659 --> 00:02:35.050 in Business Development, and we're actually currently busy with some partners creating something more 34 00:02:35.210 --> 00:02:38.050 tailored to the Bob side. We're currently working on it, so it's nothing 35 00:02:38.129 --> 00:02:43.930 really ready yet, but our goal is actually to provide business development solutions to 36 00:02:44.090 --> 00:02:46.800 all the parties involved, being business developers. That's exactly what we want to 37 00:02:46.800 --> 00:02:51.039 do. We want to provide value of multiple levels. So soon we're going 38 00:02:51.080 --> 00:02:53.520 to be ready with the BOB offer as well, but for now that we 39 00:02:53.639 --> 00:03:00.189 target primarily individual contributors and of course we help them become better at their job, 40 00:03:00.430 --> 00:03:04.469 and soon we're going to help companies with their needs as well. Good, 41 00:03:04.830 --> 00:03:07.030 my good. Let's of Fox on the in the plan, which is 42 00:03:07.069 --> 00:03:13.020 contestic. So, as per the topic of this conversation is quite obvious, 43 00:03:13.740 --> 00:03:16.780 but we know there is ongoing conversation in the market. But the difference between 44 00:03:16.900 --> 00:03:21.180 cells development and Business Development, I mean, I've got to be honest with 45 00:03:21.259 --> 00:03:27.210 you, Lu Chia, I've lost the truck. I'm want to meet with 46 00:03:27.289 --> 00:03:30.930 someone. I just ask them how do you could it, trying to undersand 47 00:03:30.930 --> 00:03:35.849 the definition of what they got it what? And then I'm changing my lexill, 48 00:03:36.009 --> 00:03:39.530 my my my, the word and using I'm ad up, I decided 49 00:03:39.569 --> 00:03:45.199 to be a chameleon in that concept because I cannot plus struck. But we 50 00:03:45.319 --> 00:03:49.360 don't, you know, Indus B to be tech world. Some company referred 51 00:03:49.400 --> 00:03:55.189 to as DA or Bidea. I mentioned Leda, I mentioned ADA, and 52 00:03:55.710 --> 00:04:01.430 everybody trying to segregate the different function of this individual quite quite a lot. 53 00:04:01.590 --> 00:04:05.949 So what are your thoughts on the topic? Yeah, so I love this 54 00:04:06.150 --> 00:04:11.500 topic actually and for me was actually one of the first things I learned when 55 00:04:11.539 --> 00:04:15.300 I started taking little bit more into the business development word. So backstory about 56 00:04:15.379 --> 00:04:20.300 my experience in Business Development. I really ended up randomly in this field because 57 00:04:20.339 --> 00:04:26.810 my background bus in international relations and my goal was to become an ambassador or 58 00:04:26.889 --> 00:04:30.730 maybe a journalist, and I think with business development I kind of do both. 59 00:04:30.930 --> 00:04:33.009 Now I'm the D Ambassador of my company and I get to write content, 60 00:04:33.129 --> 00:04:35.689 so that's amazing. But at some point, you know, I was 61 00:04:35.769 --> 00:04:40.120 like, okay, look, I kind of looked back at my career and 62 00:04:40.240 --> 00:04:44.560 I did different positions. There were all called business development, but I did 63 00:04:44.720 --> 00:04:48.439 really different things. So when I started learning and educating myself more about business 64 00:04:48.480 --> 00:04:53.629 development, I actually figured out that this world was so much bigger than what 65 00:04:53.829 --> 00:04:57.750 we thought, and that was a mistake I was also making thinking that sales 66 00:04:57.870 --> 00:05:00.750 was the same as business development. So until someone at some point was like 67 00:05:00.990 --> 00:05:04.629 look, I really like what you're doing, I think it's a great community 68 00:05:04.709 --> 00:05:09.420 that you're building, but I'm not interested because I don't do saves, I 69 00:05:09.579 --> 00:05:12.860 was like wait a minute, what are you talking about? So that kind 70 00:05:12.899 --> 00:05:17.579 of trigger me and we started doing more in depth research and when we figured 71 00:05:17.579 --> 00:05:23.129 out basically that when we think about business development will first of all the reason, 72 00:05:23.290 --> 00:05:27.410 just like one definition that everybody agrees on. But one thing is for 73 00:05:27.569 --> 00:05:32.129 sure, business development involves a lot more than just saves. So now, 74 00:05:32.290 --> 00:05:36.240 like with the be the school, our goal is also to clarify these these 75 00:05:36.319 --> 00:05:42.480 different definitions. And there is one other anecdote which I think is going to 76 00:05:42.639 --> 00:05:46.639 I think that was the historical moment in which sales started being, you know, 77 00:05:48.040 --> 00:05:53.149 confused with Business Development. Have you read the book zero to one from 78 00:05:53.310 --> 00:05:57.310 by Peters till, the same guy, of released a truly but I'm not 79 00:05:57.389 --> 00:06:00.069 raid yet cool, so I've done. As soon as you do, you're 80 00:06:00.069 --> 00:06:03.579 going to see that, because at some point there is one page in which 81 00:06:03.579 --> 00:06:08.459 he says well, you know, in sales and so on, we're all 82 00:06:08.579 --> 00:06:12.779 electors, right, because nobody likes to sell, nobody likes to be sold. 83 00:06:13.139 --> 00:06:16.459 And that is why, then sales people became business developers, you know, 84 00:06:16.579 --> 00:06:21.209 because business development sounds fancier, right, except that if you do exactly 85 00:06:21.370 --> 00:06:27.009 the same thing exactly, if you do exat threatening, it's like it is 86 00:06:27.490 --> 00:06:30.889 cotting, cutting your services. Person I remember when I started was actually now 87 00:06:30.889 --> 00:06:34.759 maybe I should be more like a customer relationship playing, you know. And 88 00:06:34.920 --> 00:06:40.040 Yeah, I know it's me exactly. But then what happened is that people 89 00:06:40.120 --> 00:06:46.040 started really disliking sales people and business developers because they associated it to the same 90 00:06:46.199 --> 00:06:48.470 thing. So, and you know, when I read the book I was 91 00:06:48.550 --> 00:06:53.750 like a finally the answer to to this, to this problem, you know. 92 00:06:54.269 --> 00:06:58.069 So to keep it like, you know, simple, when we think 93 00:06:58.110 --> 00:07:02.139 about sales development, people that do sales development are really focus on closing the 94 00:07:02.259 --> 00:07:06.500 deals right, so they have a very precise customer profile in mind. They 95 00:07:06.579 --> 00:07:11.699 contact a lot of them at skate, most likely, especially in Sass or 96 00:07:11.779 --> 00:07:15.689 tech companies, and then their goal is to close the opportunity. These opportunity 97 00:07:15.930 --> 00:07:21.329 and also the concept of opportunities another thing, but the goal is to close 98 00:07:21.449 --> 00:07:28.529 deals, while in business development are going already is to find opportunities before we 99 00:07:28.689 --> 00:07:31.680 even know who our customaries. And then, of course, in some companies 100 00:07:31.680 --> 00:07:34.959 you're going to close this deals as well, especially if you're a young start 101 00:07:34.959 --> 00:07:39.639 up. But the goal shouldn't be, and it's not the one to go 102 00:07:40.199 --> 00:07:43.519 and close all the deals and all the opportunities that knock at your door, 103 00:07:43.959 --> 00:07:47.230 but it's really to figure out what's the best opportunity for the company to grow 104 00:07:47.310 --> 00:07:54.269 sustainably. So typically a business developer, of course there's also some sales activities 105 00:07:54.430 --> 00:07:57.910 because at the end of the day, every company needs clients. But as 106 00:07:57.910 --> 00:08:01.420 a business developer, what you're doing is actually to find new ways to grow 107 00:08:01.500 --> 00:08:07.459 the company. So if you only go after the clients, what you basically 108 00:08:07.540 --> 00:08:11.699 just keeping on one thing that works right, and that's that's okay. I 109 00:08:11.779 --> 00:08:15.089 mean, if it works, obviously you should do it, but what you 110 00:08:15.129 --> 00:08:18.170 can also do is to open up new ways to grow the company, and 111 00:08:18.290 --> 00:08:22.129 that's what business developers should be doing. But then again, when we think 112 00:08:22.129 --> 00:08:26.959 about bedrs, as drs and so on in the tech field, that's really 113 00:08:28.040 --> 00:08:31.240 there. It's not really business development. Let's be honest. It's more safes, 114 00:08:31.399 --> 00:08:37.000 right, it's just that the title is misplaced there. But pretty much 115 00:08:37.039 --> 00:08:41.429 they're doing sales. They're not doing pretty much creative or like, you know, 116 00:08:43.110 --> 00:08:46.070 strategic stuff to find new ways to grow the company, while what we 117 00:08:46.190 --> 00:08:50.629 learned with our research and then like our first you know challenge and goal was 118 00:08:50.710 --> 00:08:56.500 to define a little bit better what bed was is really that business development is 119 00:08:56.620 --> 00:09:01.460 just not about calling the client, but it's about creating new processes, new 120 00:09:01.580 --> 00:09:05.980 tasks and so on which are meant to grow the company on the on the 121 00:09:05.059 --> 00:09:09.049 long term and to create value on the long term, which doesn't come only 122 00:09:09.210 --> 00:09:13.730 from the customers, but it comes also from the market, from relationships, 123 00:09:13.889 --> 00:09:18.210 partnerships and so on. So these, I think, is really the main 124 00:09:18.330 --> 00:09:22.970 difference between sales and business development. So sales is more like short term. 125 00:09:22.250 --> 00:09:26.159 You go after one precise ideal customer profile, you want to close them. 126 00:09:26.639 --> 00:09:31.039 Business Development does okay, great, now we have an ideal customer profile. 127 00:09:31.559 --> 00:09:35.159 What else can we do to grow the company besides getting this client? So 128 00:09:35.320 --> 00:09:39.990 that's really the mindset shift. You know, that makes all the difference. 129 00:09:39.029 --> 00:09:48.149 It's funny because I probably I've seen very, very few business development reps that 130 00:09:48.429 --> 00:09:52.220 you know, I think. I think, probably been meeting with we sells 131 00:09:52.259 --> 00:09:58.539 people. I think the enough space and definitely from our clients in our clines 132 00:09:58.539 --> 00:10:01.259 are little bit from across the world, but they would be to be soft. 133 00:10:01.340 --> 00:10:05.820 Well, they all speak about gign is, Thea as Internet resources, 134 00:10:05.019 --> 00:10:09.649 focused on focus on the more short autime activity. So it's quite interesting what 135 00:10:09.690 --> 00:10:15.970 you're saying because you're almost describing the business development function as the most strategic function, 136 00:10:16.009 --> 00:10:22.320 a function that will be responsible for identifying your revenue trends and all potentially, 137 00:10:22.360 --> 00:10:24.840 you know, new opportunities for a company. Well, in our space 138 00:10:26.679 --> 00:10:31.120 they are tactical guys. In fact, you know business development spread is the 139 00:10:31.200 --> 00:10:33.440 game. will go and get the meetings, go and get it is it. 140 00:10:33.559 --> 00:10:37.149 Will call you, Lucia, and say, Hey, this is what 141 00:10:37.269 --> 00:10:39.710 I've got you on it. You on it. Good meetings, boom, 142 00:10:39.070 --> 00:10:45.070 video and the S Da. In the way we've been and I guess you 143 00:10:45.149 --> 00:10:48.149 know, as I was saying, it is not a straight definition, but 144 00:10:48.269 --> 00:10:50.299 the way I kind of port trade them. If I was to make generality 145 00:10:50.820 --> 00:10:54.860 the S D I would actually be a bit more strategy in the video and 146 00:10:54.940 --> 00:10:58.659 I would be the person that what I'm saying more strategic is that they would 147 00:10:58.659 --> 00:11:03.450 not just think about getting that opportunity to engage, but they would be getting 148 00:11:03.490 --> 00:11:09.730 that opportunity to engage with the mean to sell something. So the SDM DSDA 149 00:11:09.850 --> 00:11:16.409 would probably be probably be a function that you would expect to see, again, 150 00:11:16.529 --> 00:11:20.080 from a generative perspective, from from what I'm hearing from clients daily, 151 00:11:20.639 --> 00:11:24.519 they would be more the type of guys that would averaged in value, Bilok 152 00:11:26.039 --> 00:11:30.320 dollars, certic dollars, like, kind of things that you could sell from 153 00:11:30.399 --> 00:11:35.429 being sedentary, so from walking from from all from you and kind of online 154 00:11:35.470 --> 00:11:39.149 selling. That's the S D are from from. I guess the the Videa 155 00:11:39.309 --> 00:11:43.149 is more the person. That would be okay, targeting a lot of very 156 00:11:43.190 --> 00:11:48.899 large corporate accounts. They are complex, there is lots of decision centers. 157 00:11:50.460 --> 00:11:56.100 So I need a videa that can go and investigate, sniff everywhere and see 158 00:11:56.220 --> 00:12:01.139 what your opportunities could be and then make sure that we don't every single stood 159 00:12:01.649 --> 00:12:05.490 but then don't teammate goal and again, making a bit of a generality across 160 00:12:05.490 --> 00:12:11.210 all the people and speaking to in in no industry is to get that engagement, 161 00:12:11.809 --> 00:12:16.600 is to get that open up the door business development for the cells get 162 00:12:16.679 --> 00:12:20.919 to come and sell the stuff. That's interesting your proception. Yeah, and 163 00:12:22.320 --> 00:12:26.080 I mean the thing is that we didn't really invent anything. We just asked 164 00:12:26.120 --> 00:12:28.759 the people, you know, and and when we asked and we run this 165 00:12:28.919 --> 00:12:33.269 survey, like, we're really impressed at the amount of different ways that people 166 00:12:33.470 --> 00:12:37.789 like would use to describe their world. Like one big surprise for us, 167 00:12:37.870 --> 00:12:43.309 for example, was that business developers work in product development, which it was 168 00:12:43.509 --> 00:12:46.580 not something like I kind of did that when I was in the startup and 169 00:12:46.700 --> 00:12:50.179 so, like I would always talk to everyone within the company, but I 170 00:12:50.259 --> 00:12:54.340 always thought like this, because it's me, you know, like you know, 171 00:12:54.419 --> 00:12:56.340 I kind of paved my way like that. But then, know, 172 00:12:56.580 --> 00:13:01.889 it turns out that business there's some type of business developers that actually their only 173 00:13:01.929 --> 00:13:05.250 job is to talk with the product development team. So they gather the feedback, 174 00:13:05.370 --> 00:13:09.450 they go back to the product development team, they work on features together, 175 00:13:09.649 --> 00:13:13.320 they launch them. The same for market entry, like there's some business 176 00:13:13.360 --> 00:13:16.799 developers that only work on opening up new markets. So they do market research, 177 00:13:18.200 --> 00:13:20.480 they do competitor analysis and so on for this new market and then they 178 00:13:20.559 --> 00:13:26.039 go and launch this new market. So it really it is a very complex 179 00:13:26.159 --> 00:13:28.710 field and there are so many different ways of doing it, of course. 180 00:13:30.350 --> 00:13:35.269 So my idea is that most of the times were actually wasting talent because I 181 00:13:35.509 --> 00:13:39.549 think, you know, as a BDR, Short your job can be to 182 00:13:39.669 --> 00:13:45.539 set meetings for your account executives or for your SDR or whatever else is closing 183 00:13:45.580 --> 00:13:50.419 these deals, or you could come up with new ways to close to find, 184 00:13:50.539 --> 00:13:52.980 you know, new opportunities. And to give an example, in two 185 00:13:54.019 --> 00:13:56.730 thousand and seventeen, which is then when I started thinking about the bad school, 186 00:13:58.009 --> 00:14:01.809 I was working for SAS company active in the recruitment, in the recruitment 187 00:14:01.889 --> 00:14:05.610 sector. So what we were doing at the beginnings, of course, we 188 00:14:05.730 --> 00:14:09.720 all read predictable revenue and so on. It was like, you know, 189 00:14:11.240 --> 00:14:13.159 you're going to be talking to, you know, low tiket people, which 190 00:14:13.360 --> 00:14:16.519 was already not the case because I will started, I was start getting big 191 00:14:16.639 --> 00:14:22.559 corporate so obviously very complex deals, as you were saying before, but basically 192 00:14:22.759 --> 00:14:26.909 my job became to operate a software. That was my job, you know, 193 00:14:26.029 --> 00:14:30.590 like I had the super sophisticated software. It's called Apollo Dot. I 194 00:14:30.750 --> 00:14:35.470 old they're still there. I didn't have to do anything then click send on 195 00:14:35.590 --> 00:14:39.740 an email which already was like okay, whatever, but because we were starting 196 00:14:39.820 --> 00:14:43.659 with the new segment and so on, we didn't really have any information about 197 00:14:43.659 --> 00:14:46.220 them. So what we would do was just like blasting these emails around, 198 00:14:46.259 --> 00:14:50.460 using time plates that we found on sale soccer and so on, like all 199 00:14:50.539 --> 00:14:54.450 the major, you know, industry leaders. But guess what, that didn't 200 00:14:54.450 --> 00:14:58.129 really work out. So at some point my frustration was growing. The first 201 00:14:58.129 --> 00:15:01.129 Saion of my manager was also growing. Is like, you know, feels 202 00:15:01.169 --> 00:15:05.129 like we're doing so much, but we were not really, because we were 203 00:15:05.169 --> 00:15:09.039 doing was just, you know, like keep repeating the same process that everybody 204 00:15:09.080 --> 00:15:13.480 else in the industry was doing, you know. So at some point I 205 00:15:13.879 --> 00:15:18.399 was I started getting closer and closer to the growth team. Eventually I became 206 00:15:18.440 --> 00:15:20.870 a sort of a hybrid role, so I was still in the safe team, 207 00:15:20.909 --> 00:15:24.470 but more towards the growth team, and there is really where I could 208 00:15:24.509 --> 00:15:28.750 have an impact, because I was like look, I see that everybody is 209 00:15:28.789 --> 00:15:31.070 doing webinars. Why don't we do a Webinar? And already there. I 210 00:15:31.149 --> 00:15:33.909 had to convince my boss, you know, to do it, but then 211 00:15:33.990 --> 00:15:39.460 we did it and we got eight hundred leads just on the Webinar. Four 212 00:15:39.500 --> 00:15:43.379 hundred people showed up at the Webinar and we sold the software like the first 213 00:15:43.500 --> 00:15:46.700 one, when we were still doing the Webinar, you know. So I 214 00:15:46.860 --> 00:15:48.500 was like, okay, look, I can send as many emails as I 215 00:15:48.620 --> 00:15:52.090 want, but look, if you just, you know, let me use 216 00:15:52.169 --> 00:15:56.889 my creativity a little bit more, I can come up with some new stuff, 217 00:15:56.929 --> 00:15:58.409 you know. And this new stuff, of course, they a'm from 218 00:15:58.570 --> 00:16:02.809 serving what's happening around you, which is a big part of the job of 219 00:16:02.889 --> 00:16:06.919 the business developer. Then yeah, right. I feel sometimes we waste a 220 00:16:06.960 --> 00:16:10.039 bit of talent because like a look, it's like this, just send emails 221 00:16:10.080 --> 00:16:14.840 and like, okay, but there is more, you know, I know 222 00:16:14.919 --> 00:16:18.559 what you mean. We get we get the question, as Cofer knows, 223 00:16:18.070 --> 00:16:22.389 pretty much as soon as you start a conversation, sometimes when new prospect as 224 00:16:22.470 --> 00:16:26.789 to what's your technology stack. Okay, before we speak about technology, at 225 00:16:26.870 --> 00:16:30.029 which what stage are you at? You know, because, as you mentioned, 226 00:16:30.549 --> 00:16:37.139 there is so many companies that want to automate and scale business development sells 227 00:16:37.220 --> 00:16:41.139 development team that, you know, they get to the point where they just 228 00:16:41.220 --> 00:16:47.059 want to to send emails and put things and look at and the things at 229 00:16:47.100 --> 00:16:48.490 the beginning. I don't think it's a number of game. I think at 230 00:16:48.529 --> 00:16:52.009 the beginning what you've got to do is to defend the blueprint, and defining 231 00:16:52.090 --> 00:16:56.009 the blueprint means okay, well, this is our stuff, right, so 232 00:16:56.129 --> 00:16:59.649 we could we said at all that stuff too. So first of all, 233 00:16:59.690 --> 00:17:03.639 let's let's look at the companies that are like you and let's not waste time 234 00:17:03.720 --> 00:17:07.519 with people who in that organization at home by Oste. Let me need to 235 00:17:07.559 --> 00:17:12.039 look at the people in this organization, at our susceptible to buy your stuff, 236 00:17:12.079 --> 00:17:15.789 and when you find them, you've got to really understand what their role 237 00:17:15.950 --> 00:17:21.990 is. I need to under some not how your very proposition will fit into 238 00:17:22.069 --> 00:17:25.230 them, but what's their actual issues. And when you engage with them, 239 00:17:25.269 --> 00:17:26.829 you got to speak about of their issues, because they don't care about your 240 00:17:26.910 --> 00:17:32.900 new product. There's a thousand coming out every day. So it's about explaining 241 00:17:32.980 --> 00:17:36.660 to clients they will look. You want to bring the automation, but we 242 00:17:36.740 --> 00:17:40.940 don't have it's like if you bring the build of before the architect the exactly 243 00:17:41.660 --> 00:17:45.009 to the fantastic bulder and if you had a blood really would have. You 244 00:17:45.049 --> 00:17:48.650 would have, you could you know you would have built up a structure. 245 00:17:48.809 --> 00:17:55.130 So incredible. But now insense is laying bricks, because that's so and I 246 00:17:55.250 --> 00:18:00.680 completely understone what you're saying now, from your perspective, what makes a Great 247 00:18:00.200 --> 00:18:07.440 Business Development Professional? What are the qualities that those people should have? Actually 248 00:18:07.599 --> 00:18:11.200 that that that's a good question. I love that so and I can answer 249 00:18:11.240 --> 00:18:15.710 you from something we created at the bat school, which is the socalled the 250 00:18:15.910 --> 00:18:21.470 now famous in our community club framework. Like litter, lap, clap, 251 00:18:21.630 --> 00:18:26.140 like clapping. We even have a small like jingle which is clappy like it's 252 00:18:26.180 --> 00:18:30.460 out, clapp it like it's up. But that's Internet. But I do 253 00:18:30.579 --> 00:18:34.779 say to our see. So basically, like we found out when we're doing 254 00:18:34.859 --> 00:18:38.980 our research. So we really try to, you know, understand like business 255 00:18:40.019 --> 00:18:44.890 developers really inside out and we wanted to know everything. I was in an 256 00:18:44.930 --> 00:18:48.569 advantage position because I've been doing this job for a long time, so of 257 00:18:48.690 --> 00:18:51.650 course I had a lot of insights on my own, but I'm also the 258 00:18:51.690 --> 00:18:53.450 kind of person that, you know, needs to see the data. You 259 00:18:53.529 --> 00:18:57.240 know, it was like, I don't trust my own experience only. So 260 00:18:57.759 --> 00:19:03.079 what we did basically we started analyzing some friends that work in Business Development and 261 00:19:03.559 --> 00:19:07.839 then we ask question to about like a thousand business developers, or in the 262 00:19:07.960 --> 00:19:12.670 first year only, and that just kept growing and we identified four main personality 263 00:19:12.710 --> 00:19:18.789 traits of very successful business developers and these then week what we created the club 264 00:19:18.869 --> 00:19:22.230 framework based on that and and we think like we think we've seen it with 265 00:19:22.630 --> 00:19:26.539 with our connections. They're really the form most essential things that you need and 266 00:19:26.660 --> 00:19:30.140 if you had those four things, then you can build upon that all the 267 00:19:30.259 --> 00:19:36.660 time. These are creativity. So good business developers are very creative because, 268 00:19:36.660 --> 00:19:40.529 of course, like coming up with new growth opportunity requires, you know, 269 00:19:40.809 --> 00:19:45.609 having open mind and thinking out of the box. And Not surprisingly, more 270 00:19:45.730 --> 00:19:49.690 not surprisingly, most of the managers we talked to now that we're doing research 271 00:19:49.849 --> 00:19:55.480 for companies, they all want proactive business developers, thinking out of the box 272 00:19:55.720 --> 00:19:57.279 and so on. that. The other one is learning, a gdt. 273 00:19:57.519 --> 00:20:00.880 As a business developer you need to love learning. Like, if you don't 274 00:20:00.920 --> 00:20:03.559 like learning, if you don't like, you know, exploring, you're not 275 00:20:03.799 --> 00:20:07.109 curious, you're not going to go really far, because big part of your 276 00:20:07.150 --> 00:20:12.150 job is to be attentive, to work the input exactly, investigate, though, 277 00:20:12.710 --> 00:20:17.430 totally a bit of a share look Holms type totally. Then the third 278 00:20:17.549 --> 00:20:21.740 skill is adaptability. I think like with Covid we all understood that we need 279 00:20:21.779 --> 00:20:25.299 to be all a little bit more adaptable, because the wise we just don't 280 00:20:25.380 --> 00:20:30.420 really move forward, but especially in business development, because I mean regardless of 281 00:20:30.539 --> 00:20:33.380 the company or targeting, which of course it's very different, and so on, 282 00:20:33.539 --> 00:20:37.369 but you're going to talk with so many different stakeholders, internal, like 283 00:20:37.490 --> 00:20:41.450 your manager, your colleagues, external, which can be clients, partners and 284 00:20:41.569 --> 00:20:45.650 so on. Everybody is so different, so you need to be able to 285 00:20:45.769 --> 00:20:48.250 adapt to them and you need to be able to bring value at all these 286 00:20:48.289 --> 00:20:52.599 different levels and because of that you need adaptability. And then the last one 287 00:20:52.759 --> 00:20:56.839 is, of course, persistence. These like when I started working in the 288 00:20:56.920 --> 00:21:00.279 startup word in two thousand and fourteen, like we had it in our playbook. 289 00:21:00.519 --> 00:21:04.109 The first thing you would see was persistence is key, like we added 290 00:21:04.190 --> 00:21:08.990 absolutely everywhere. So I kind of internalize that. But absolutely, you know, 291 00:21:10.069 --> 00:21:14.990 whenever you're starting something new, new initiatives or even just like a new 292 00:21:15.069 --> 00:21:18.819 potential client that has never heard of you, you're never going to convince anyone 293 00:21:19.259 --> 00:21:22.980 in, you know, one email, one call or, you know, 294 00:21:22.099 --> 00:21:26.339 one shake of hands. Like you need to gain the trust of the people. 295 00:21:26.500 --> 00:21:30.420 You need to be credible you need to build up all these things and 296 00:21:30.660 --> 00:21:33.130 people know so that we all use a to nation and so on. So 297 00:21:33.809 --> 00:21:37.450 that doesn't help be so you need to be persistent. So even if you 298 00:21:37.529 --> 00:21:41.490 use your tools, like make sure that you keep contacting people, like as 299 00:21:41.730 --> 00:21:47.319 long as it's needed, you know. So this one's creativity, learning, 300 00:21:47.359 --> 00:21:51.920 a reality, adaptability and persistence. So if you have the club in you, 301 00:21:52.279 --> 00:21:55.960 then you can make it yeah, like that, you know, make 302 00:21:56.039 --> 00:22:02.269 it club exactly. So now I like it because it's you know, we've 303 00:22:02.349 --> 00:22:07.990 been a we've been reworking completely or recruitment process over covid name, because I 304 00:22:07.029 --> 00:22:10.869 think you can get a good, good feel when you meet people in person. 305 00:22:11.829 --> 00:22:12.950 But it's sort about the foot what it's about, the food, it's 306 00:22:12.990 --> 00:22:18.220 of it's a little bit more complex and and you know what we kind of 307 00:22:18.380 --> 00:22:22.619 called the learning agility. We call it, we call it coachability. So 308 00:22:22.779 --> 00:22:26.019 we will could see what they are and in fact, you know, we 309 00:22:26.339 --> 00:22:32.170 we make some order in the recruitment process and we let them trip and then 310 00:22:32.250 --> 00:22:34.049 we create the ord again to see if they're going to take it. We're 311 00:22:34.089 --> 00:22:40.809 gonna jump it right. So that and persistence the same. We actually one 312 00:22:40.849 --> 00:22:44.250 of the one of the question that we ask in the in the process is 313 00:22:44.319 --> 00:22:47.200 something along the line of Oh, Lucia, thank you very much for our 314 00:22:47.240 --> 00:22:49.519 time today. You know the on the personal standpoint, I think you are 315 00:22:49.640 --> 00:22:52.599 great person, but I don't think you've got polit text to work for us. 316 00:22:52.640 --> 00:22:56.960 You're a operatic. So it's going to be a note today and then 317 00:22:56.039 --> 00:23:00.069 we look at what hour they are reacting. I know it's terrible, but 318 00:23:00.190 --> 00:23:03.150 you've got some people at would have interviewed very, very well. At this 319 00:23:03.349 --> 00:23:08.630 point, you just look at them picking their bag and living and why you 320 00:23:08.789 --> 00:23:11.349 just want to close the dogs and US Day. I was just testing. 321 00:23:11.430 --> 00:23:17.619 You have to let them go, because people the day they will get an 322 00:23:17.619 --> 00:23:21.819 objection, they will go. These are people that are showing that they don't 323 00:23:21.819 --> 00:23:26.539 have that resilience to believe in them, to believe in what they think is 324 00:23:26.660 --> 00:23:30.250 right or wrong. What you only someone else as well completely disagree with you, 325 00:23:30.529 --> 00:23:32.650 and I don't get it. You've got to explain to me why, 326 00:23:32.769 --> 00:23:36.049 because I've not come sot off for someone didn't even that good for the job. 327 00:23:36.410 --> 00:23:38.009 I've got this, I've got that, and then you're okay, see 328 00:23:38.049 --> 00:23:45.839 you on Monday. That was the last absolutely no important because at the end 329 00:23:45.839 --> 00:23:51.079 of the day, a video or selves rule. It's really about, you 330 00:23:51.160 --> 00:23:53.519 know, I think, believing in your product. And even if you'd have 331 00:23:53.599 --> 00:23:56.910 a great product, you've got to find a way to believe in your product. 332 00:23:56.950 --> 00:24:02.069 You've got to reframe and refrain and refrain until you find something that you 333 00:24:02.109 --> 00:24:04.109 can all done to let you really like Hey, don't tell me, and 334 00:24:04.230 --> 00:24:10.220 then it's about when you engage with someone. We take in our training, 335 00:24:10.339 --> 00:24:15.700 we take the reference to like a I think it's a boxing match or something 336 00:24:15.819 --> 00:24:18.700 like that. But if you've got Momma Daddy going on to the ring, 337 00:24:19.220 --> 00:24:22.940 even good they are thinking as you will get absolutely destroyed by ideas a guy. 338 00:24:23.180 --> 00:24:26.970 No, mentally, you gonna go through that guy. You're gonna Punch 339 00:24:26.970 --> 00:24:30.210 him out, you're gonna you know exactly what to do. You've got a 340 00:24:30.250 --> 00:24:33.730 game plan and that's how you in. But in SIDS, I think if 341 00:24:33.769 --> 00:24:37.730 you have that, some sort of of confidence. That said that, some 342 00:24:37.849 --> 00:24:41.880 sort of drive, it helps with the persistence, but you also help with 343 00:24:42.039 --> 00:24:47.640 the way you communicate with people. You know people wants to get something from 344 00:24:47.640 --> 00:24:52.039 someone who's passionate about it. We don't speak to you like that about the 345 00:24:52.119 --> 00:24:56.390 podcast today you know, you probably with you probably did right. So you've 346 00:24:56.430 --> 00:25:00.470 got to speak about your topic with passion. If not, stay at home. 347 00:25:00.509 --> 00:25:03.390 I don't do it, do something else. Thought any I think that 348 00:25:03.589 --> 00:25:07.180 that that's really that's really interesting and I was taking notes and I was like, 349 00:25:07.339 --> 00:25:08.779 which is said, well, that's not and I think I do like 350 00:25:08.940 --> 00:25:12.380 the the adaptability. I think we need wait to walk more on that. 351 00:25:14.019 --> 00:25:18.299 I think the tap that we the way we look at adaptability. We've been 352 00:25:18.339 --> 00:25:25.170 looking at scoring emotional intelligence. Yeah, because for us it's about you know, 353 00:25:25.289 --> 00:25:29.650 I was I was mentioning the chameleon earlier. Yeah, need to find, 354 00:25:30.089 --> 00:25:34.089 as Dr Vida Selves People in general, that don't think just about themselves. 355 00:25:34.609 --> 00:25:38.799 They need to have that little those of selfishness that will be write the 356 00:25:38.880 --> 00:25:45.079 resilience and everything, but a lot of empathy so they can also always, 357 00:25:45.119 --> 00:25:48.359 when they speak to people, put themselves in the shoes sort of them, 358 00:25:48.440 --> 00:25:52.630 on the side of them, and then that sort of self forwarness of what's 359 00:25:52.630 --> 00:25:56.549 going on. So that's sort of leadership type of thinking in cells. And 360 00:25:56.670 --> 00:26:00.829 if we can see all those boxes where we clap big and we give them 361 00:26:00.829 --> 00:26:07.460 a job, that's good, Lucia. We are getting to the end of 362 00:26:07.539 --> 00:26:11.660 the session today, but it was a really, really good so if anyone 363 00:26:11.779 --> 00:26:15.019 wants to get around the conversation with you, or if anyone wants to get 364 00:26:15.019 --> 00:26:21.049 in touch, find the details of your blog platform and everything the bed school. 365 00:26:21.329 --> 00:26:25.369 What's the best gets order of your Lucia? Absolutely so you can visit 366 00:26:25.450 --> 00:26:29.369 our website, the bad schoolcom. There you're going to find all the tools 367 00:26:29.410 --> 00:26:33.160 you need to improve your business development skills and, of course, if you 368 00:26:33.279 --> 00:26:37.440 want some more insights into what we're doing or about me personally, fear free 369 00:26:37.440 --> 00:26:41.000 to connect on Linkedin. I'm always available, so I feel free to share 370 00:26:41.039 --> 00:26:45.079 the link in your summary after yeah, we're do well. Thank you so 371 00:26:45.240 --> 00:26:48.230 much, Lucia. It was an absolute pleasure to have younger or today. 372 00:26:48.509 --> 00:26:53.910 Thank you, Ray for having me. operatics has redefined the meaning of revenue 373 00:26:53.950 --> 00:27:00.460 generation for technology companies worldwide. While the traditional concepts of building and managing inside 374 00:27:00.500 --> 00:27:06.460 sales teams inhouse has existed for many years, companies are struggling with a lack 375 00:27:06.500 --> 00:27:11.700 of focus, agility and scale required in today's fast and complex world of enterprise 376 00:27:11.819 --> 00:27:18.890 technology sales. See How operatics can help your company accelerate pipeline at operatics dotnet. 377 00:27:19.730 --> 00:27:25.089 You've been listening to BEDB revenue acceleration. To ensure that you never miss 378 00:27:25.130 --> 00:27:29.210 an episode, subscribe to the show in your favorite podcast player. Thank you 379 00:27:29.250 --> 00:27:30.240 so much for listening. Until next time.

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