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Business Development

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The document discusses the importance of developing relationships over multiple contacts to make sales. It notes that the majority of sales are made on the 5th-12th contact with a potential customer. Developing relationships is key as most business buyers rely on peer and colleague recommendations in their purchasing decisions. The document promotes creating a relationship development plan and using a consulting firm to help build an effective business development process.

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Build a Business Development Process by Creating a Relationship Development Plan Presented by Beth Keno 312.857.3570
Traditional Sales Pipeline PROSPECTS CLIENTS www.KenoConsulting.com 312.857.3570
The Business Development Pipeline is a Double Funnel Contacts Prospects Clients Sales Pipeline 312.857.3570 Referrals www.KenoConsulting.com
Sales Statistics* 2% of sales are made on the 1st contact 3% of sales are made on the 2nd contact 5% of sales are made on the 3rd contact 10% of sales are made on the 4th contact 80% of sales are made on the 5th-12th contact *National Sales Executive Association 312.857.3570 www.KenoConsulting.com
Relationships build over time 312.857.3570
Why is relationship development so important? 66% of the economy is influenced by personal recommendations ~ McKinsey & Co 84% of B2B buyers rate their peers and colleagues as their top source of information that impacts decision making ~ Forrest Research Feb 2009 78% trust recommendations from other consumers ~ Nielson Report Oct 2007 312.857.3570 www.KenoConsulting.com
Do you have a relationship development plan? 312.857.3570
Let Keno Consulting help you develop your business relationship process contact us today. 312.857.3570
THANK YOU Contact us at: Keno Consulting, LLC 312. 857. 3570 or email [email_address] www .KenoConsulting. com 312.857.3570

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Business Development

  • 1. Build a Business Development Process by Creating a Relationship Development Plan Presented by Beth Keno 312.857.3570
  • 2. Traditional Sales Pipeline PROSPECTS CLIENTS www.KenoConsulting.com 312.857.3570
  • 3. The Business Development Pipeline is a Double Funnel Contacts Prospects Clients Sales Pipeline 312.857.3570 Referrals www.KenoConsulting.com
  • 4. Sales Statistics* 2% of sales are made on the 1st contact 3% of sales are made on the 2nd contact 5% of sales are made on the 3rd contact 10% of sales are made on the 4th contact 80% of sales are made on the 5th-12th contact *National Sales Executive Association 312.857.3570 www.KenoConsulting.com
  • 5. Relationships build over time 312.857.3570
  • 6. Why is relationship development so important? 66% of the economy is influenced by personal recommendations ~ McKinsey & Co 84% of B2B buyers rate their peers and colleagues as their top source of information that impacts decision making ~ Forrest Research Feb 2009 78% trust recommendations from other consumers ~ Nielson Report Oct 2007 312.857.3570 www.KenoConsulting.com
  • 7. Do you have a relationship development plan? 312.857.3570
  • 8. Let Keno Consulting help you develop your business relationship process contact us today. 312.857.3570
  • 9. THANK YOU Contact us at: Keno Consulting, LLC 312. 857. 3570 or email [email_address] www .KenoConsulting. com 312.857.3570