Broadley Speaking | The wearing of many hats in prospect management.

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The wearing of many Hats in Prospect Management.

June 19th, 2017 by

Hats on a shelf. The many hats of business development.

 

They may be different but they’re all hats.

Life is never dull for a Business Development Manager and at Broadley Speaking, we are lucky enough to work for different clients on different accounts at the same time. Over the years we have enjoyed a plethora of accounts and had a chance to view a window into another’s working world understanding what’s important to them both in that moment and from a strategic prospective.

We speak with C-level personnel within large charities like Oxfam, self-employed landscape gardeners, fund managers within large investment houses, estate agents and the assistants to the world’s most powerful women in business. All different. But all the same too. All with a list of priorities and obstacles to overcome. Within the same working day, one can be talking to prospects at both ends of the spectrum, and identifying what’s important to the person on the end of the phone is the common element in all calls.

We all have different job roles, different priorities and require different information; that is why communication is key in prospect management and that is why we need to put the prospect at the centre of all our communication activities.  This can be as much to do with personal style and personality as job role and stature within a company: everyone has different needs and we must be good at understanding them. Hats need to switch and our listening skills have become honed to pick up on a prospect’s concern about a key priority within their working life: we hear the bad day in their voice, or indeed the good one and build on this.

The hats switch, but the human element remains the same.

 

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Intelligent Sales

“Our white board culture. When we refurbished the office a number of years ago someone came up with the neat idea that instead of using regular wallpaper we should cover the walls with write on / wipe off material, so effectively all available wall space has been turned over to one great big white board. The space is used for writing up team plans, monitoring performance, and listing achievements on a  team by team basis.”


Intelligent Sales

“Collaborative working – no sales person is an island, or they shouldn’t be! The calls have to go out and the spade work has to be done but when you’re working through the implementation of complex sales campaigns sometimes putting your heads together and combining intellectual property gathered on a call by call basis can bring great results. The Broadley Speaking teams get time to think and problem solve. Breaking new contracts, often measured in seven figures, is not easy work.”


Intelligent Sales

“In the “war room”.  Much of work with clients is about collaborative problem solving. Rather than choosing a traditional board room set up – this room is set up to accommodate the whole project team. By that we mean the sales and marketing teams from our clients and the full Broadley Speaking team active on their account. There’s plenty of room to accommodate everyone’s laptops, iPads!”


Intelligent Sales

“Seamless connections with clients – We work with businesses, of all sizes, right across the UK, in  Europe and in North America. We work with them in our office and theirs and use our state of the art video conferencing facilities to keep in touch. This combined with our bespoke built campaign management software provides complete transparency across any campaign or programme of work.”


Intelligent Sales

“David and Hilary have worked together for the best part of 30 years. Between them they have sold and sales managed across 4 continents and across most business to business sectors. Hilary takes a hands on approach with all campaigns. She is a consummate sales director and has been nominated as a national ambassador for the Investors in People standard.”


behind the scenes at a high grade telemarketing company

“Holistic approach to sales – often we work with clients to help them reposition their sales propositions. Acting as ‘critical friend’ we’ll work right back to their core value proposition in order to refocus and provide new impetus to their sales campaign. Similarly we work with clients sales teams and management to provide individually crafted sales coaching and training programmes.”


office

“Our environment –  we have created a light, modern, ergonomically designed work area to allow for maximum efficiency, comfort and pleasure – yes pleasure! We all spend a good deal of time at work , and do difficult and challenging work on behalf of our clients ; but it should be fun. We are fortunate that we have been able to create this in an historically significant building in the middle of World Heritage site.”