By Glenn W Hunter

Managing Director, Hunter And Beyond LLC

Money no longer talks! IT SHOUTS! An old business saying states, “The sweetest sound to anyone’s ears is the sound of his own name.” What a heart-warming sentiment for marketers! In marketing, quaint ideas like communicating value, establishing emotional connections, identifying win-win scenarios almost seem like cliches. Yet, they still represent ideas that effective business development brings together people and ideas to create additional value. “Let’s Get This Deal Done!” also works! Actually, it probably works better! The idea of contributing valid marketing fundamentals so that both sides have opportunities to create even more value later still works. Clearly these time-tested business concepts still build future bridges to subsequent transactions and more revenue. The challenge is that today’s entrepreneurial climate demands immediate results! In essence, business development in the current marketplace entices sales professionals to encourage that both sides of the deal achieve value, realize profits, and keep a path for future opportunities. Still, most of all, every party wants to exchange goods and services for cash and cash equivalents!

Once upon a time, “time is money” provided a witty saying that suggests that business moves fast, such that all stakeholders should move fast, as well. This idea has now grown up and has the keys to the sports car! Time is money because businesses often enter competitive marketplaces with fewer resources than in previous opportunities, yet the intensity for growth remains as aggressive as ever! Create Rev, or creating revenue, either way clearly points out to sales professionals that preparation must manifest during personal down time, because the current environment demands that business development professionals either are preparing for a prospect, or pitching a prospect! If that perspective seems too pushy then go work in a mall; then wait for customers to wander in a general direction so that potential buyers can avoid eye contact. Engagement no longer relies exclusively on mutual satisfaction. The current environment emphasizes creating urgency in prospects and transforming them into customers before the prospect ends up on a waiting list. Face it, urgency wins!

For the more nostalgic sales professionals in this new environment, the saying that “good things come to those who wait, but only what is left by the ones that hustle.”, still applies! To secure the best deal for both buyers and sellers, urgency must be established. That means sellers need to be ready to pull the trigger for new business. Furthermore, that means preparing prospects to pull the trigger quickly as new buyers! It is easy to be nostalgic for more deliberate appointments that allow both sides to find a traditional win-win. Unfortunately, with inventories decreasing in many niches, as well as mediocre sales professionals opting to drive ubers, timing has a new sense of urgency for revenue results. You snooze, you lose was a clever quip to help induce quicker decisions. Now, with many businesses suffering through lesser inventory, the saying now means that snoozing prospects will need to get by with inferior solutions. If offering inferior solutions is actually a strategy in this environment, then by all means keep resumes warm and accessible.

Ultimately, creating value requires an intricate dance between buyers and sellers. Inventory is expensive. Consequently, buy your goods now, then outsource delivery in order to dazzle the client! With regards to the new business environment, “Biz Dev Creates New Rev” is the latest battle cry that emphasizes increasing sales, then delivering at competitive prices. The business world continues to get more dynamic. Innovation carries the day! If the advantage is large enough, then innovation carries the quarter. Congratulations, the hyper-aggressive sales professionals out-sold competitors. But, by the first of the month all successful sales professionals need to have their prospects more eager to buy now. If they continue to hesitate then reach out to the next prospect. The hesitant buyer will not last long in the current environment. But the longer prospect list still unquestionably improves the likelihood of greater success.

Nevertheless, whether buying or selling, knowing the intricacies of the value chain provides a huge head start toward success. Profit margin hides there! As for classic sales professionals, keep your presentations warm and your classy lines quick. When the time comes to create revenue, the winner secures the funds. The professional that sustained its closest proximity to the next successful sales has just Cash App’d funds against the latest budget. It’s a new day! Cash talks; it talks fast! And, in the event a more mature professional struggles to keep up with the modern pace, survival depends on collecting via Cash App. Look into it!! Or, fill you brief case full of pigeon feed because the methodical sales professional will not even get a virtual invitation to their own retirement party! Simply accept the fact that the key fob will not work anymore!

By Glenn W Hunter

Managing Director, Hunter And Beyond, LLC

Author, “Storytelling Wins The Best Engagements”