Sales Development

Sales Development

Sales Development Jonathan Poland

Sales development is a crucial part of the sales process that involves identifying potential buyers and developing qualified leads. This typically involves conducting research and planning, as well as networking and outreach efforts. By taking a proactive approach to identifying potential customers and building relationships with them, sales development professionals are able to help their companies generate new business and drive revenue growth.

Target Market
Defining your target market.

Sales Planning
A set of plans, targets and measurements for the sales process. Sales development objectives are primarily defined in terms of qualified leads that may be broken down by factors such as region, product, customer type and qualification score.

Discovering information about your potential customers. Who are they? What are their needs? What is their financial position? Are they currently engaged by the competition? Who is buying right now?

Research Partners
Services that provide market and competitive intelligence. For example, an industry research organization that can provide a list of customers that are currently in the market for construction materials.

Developing data and knowledge about customers, markets and competitors.

Development systems and tools to improve the efficiency and quality of the sales development process. For example, systems that automatically pull in financial information for leads.

Marketing communication such as advertising designed to discover leads.

Promotion Partners
Developing and managing partners that can engage customers and generate leads.

The process of contacting potential buyers to generate leads.

In order to qualify leads, a sales development representative may require a fair amount of information. This may require carefully cultivating a relationship in a way that is helpful to closing the sale.

Needs Analysis
The sales development representative often begins the process of needs analysis.

Lead Qualification
Researching the needs, finances, reputation, budget and authority of leads to filter out those leads that are unlikely to close.

Presenting everything you know about the customer and the competitive situation to the account executive who will handle closing.

The sales development representative may be involved in the first few meetings with the opportunity to transition the relationship. This is particularly common in complex B2B sales.

Learn More
Design to Value Jonathan Poland

Design to Value

Design to value refers to the design requirements and considerations that aim to maximize the value of a product or…

Business Verbs Jonathan Poland

Business Verbs

Business verbs are action words that are commonly used in business communication to describe goals, plans, and achievements. These verbs…

Strategic Management Jonathan Poland

Strategic Management

Strategic management involves the formulation and implementation of the major goals and initiatives taken by a company’s top management on…

The Power of Compound Interest Jonathan Poland

The Power of Compound Interest

Traditional finance will explain compound interest as the interest paid on a loan or deposit calculated based on both the…

What is FMCG? Jonathan Poland

What is FMCG?

Fast moving consumer goods (FMCG) are products that are sold quickly and at a relatively low cost. These products are…

Brand Loyalty Jonathan Poland

Brand Loyalty

Brand loyalty refers to the degree to which a consumer consistently prefers one brand over others in a particular product…

Overchoice Jonathan Poland


Overchoice, also known as the “paradox of choice,” is a phenomenon in which having too many options or choices can…

Value Creation Jonathan Poland

Value Creation

Value creation refers to the process of creating outputs that have a higher value than the inputs used to produce…

Technology Skills Jonathan Poland

Technology Skills

Technology skills refer to the talents and abilities related to information technology and physical technology, such as machines. This includes…

Content Database

Search over 1,000 posts on topics across
business, finance, and capital markets.

Lead Qualification Jonathan Poland

Lead Qualification

Lead qualification is the process of identifying the most promising sales leads and focusing sales efforts on those leads that…

Market Position Jonathan Poland

Market Position

The market position of a brand, product, or service refers to its place in a crowded market. It is the…

Perfect Competition Jonathan Poland

Perfect Competition

Perfect competition is a theoretical market structure in which a large number of buyers and sellers participate and no single…

Camping Strategy Jonathan Poland

Camping Strategy

Camping strategy is the practice of a using a geographical location as a competitive advantage. It has several common applications:…

Change Management Jonathan Poland

Change Management

Change management is the process of planning and implementing changes within an organization. It involves analyzing the current state of…

Product Quality Jonathan Poland

Product Quality

Product quality refers to the inherent characteristics of a product that determine its value to customers. It can include factors…

Legal Risk Jonathan Poland

Legal Risk

Legal risk is the risk of financial loss or other negative consequences that may arise from legal action or non-compliance…

Risk Response Jonathan Poland

Risk Response

Risk response is the process of addressing identified risks in order to control or mitigate their impact. It is an…

Companies Likely to Aquire Federal Funding 150 150 Jonathan Poland

Companies Likely to Aquire Federal Funding

While the specific industries receiving federal funding can vary depending on the country and its government priorities, there are several…