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Your Complete Guide to Business Development

Welcome to our free resource guide on business development fundamentals, prospecting, outreach, leads, careers, and much more!


The Fundamentals


What Is Business Development? (+How It's Different From Sales)

Business development is the creation of long-term value for an organization from customers, markets, and relationships.



How to Use Prospecting to Pack Your Pipeline Full of Value

Sales prospecting is the first step in the sales process in which reps use outreach methods to identify potential customers. These prospects are people that fit your ideal customer profile and are likely to buy your solution.



What Every Rep Needs to Know About Outbound Sales

Taking the outbound method is a tenacious approach to selling, but that doesn’t mean it shouldn’t be a part of your business’ overall strategy.



What Is a Lead? (+How to Qualify One)

Although the term “lead” may change in meaning across different organizations, it’s important to assign a general definition to avoid any confusion.



What Does a Business Development Representative Do? (+Job Description)

As sales organizations change and evolve, it’s hard to keep up with the different roles and responsibilities of each position.

Additional Resources

additional resources

9 Common Sales Objections (+How to Overcome Them)

How you address an objection can be the tipping point for a prospect to buy your service or buy it from somebody else.

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