1 hr 1 min

Creating a Purposeful Approach To Business Development with Ben Potter Word on the Street

    • Marketing

Business Development is one of those areas of agency life that is often misunderstood - it is about so much more than just getting sales through the door, when you understand it correctly. On this episode of the podcast we are going to delve deeper into the world of Biz Dev and discuss, at length - with our amazing guest Ben Potter - how agencies can win the right clients with a more purposeful approach to business development. As a Business development adviser to a number of amazing agencies, a Non-Exec and now Advisory Board Member to Tanba Ben is a seriously in-demand expert assisting fledgling new business functions turn into something more grown-up, or as he puts it “helping you to unleash your inner (business development) beast”. 
In this episode we discuss:
Business Development best practices How agencies don’t spend enough time digging into what potential clients actually wantWhy you are never selling to a ‘business’, even in the world of B2B How to pitch more successfully What you absolutely should not do Prospecting so you have the pick of opportunities to choose from Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   
The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 
Links & References
Katie Street: https://www.linkedin.com/in/katiestreet/
Ben Potter https://www.linkedin.com/in/bpotter/

“I think it is an attitude, it’s a perception of business development or sales” - Ben Potter [09:06]
“If you imagine business development as a pyramid, for me positioning is at the base, it’s the foundation” - Ben Potter [10:13]
“We are too eager to write a proposal or put together a pitch deck and we end up missing a lot of steps in between” - Ben Potter [10:54]
“If you do have a really good lead generation machine, therefore you have a good pipeline, it gives you choice” - Ben Potter [20:14]
“Always had 10/20 top questions I had to ask every single prospect” - Katie Street [29:18]
“What you’re looking for is a prospect to say something like; I hadn’t really thought about it like that” - Ben Potter [39:35]
“If you just take this one rule alone, it should in theory change how you approach the whole kind of qualifying, discovery, pitch process.” - Ben Potter [42:03]
“If we’re positioning our proposal or pitch deck as confirmation, broadly speaking as what’s already agreed verbally, then what there shouldn’t be a need to do, is spend the first half an hour, hour talking about the agency” - Ben Potter [47:09]
“You obviously need to ask the right questions, to know who’s in the room so that you know how to structure your presentation” - Katie Street [49:21]
“Have those little anecdotes in the back of your mind read to pull out at the  appropriate time” - Ben Potter [52:12]

Business Development is one of those areas of agency life that is often misunderstood - it is about so much more than just getting sales through the door, when you understand it correctly. On this episode of the podcast we are going to delve deeper into the world of Biz Dev and discuss, at length - with our amazing guest Ben Potter - how agencies can win the right clients with a more purposeful approach to business development. As a Business development adviser to a number of amazing agencies, a Non-Exec and now Advisory Board Member to Tanba Ben is a seriously in-demand expert assisting fledgling new business functions turn into something more grown-up, or as he puts it “helping you to unleash your inner (business development) beast”. 
In this episode we discuss:
Business Development best practices How agencies don’t spend enough time digging into what potential clients actually wantWhy you are never selling to a ‘business’, even in the world of B2B How to pitch more successfully What you absolutely should not do Prospecting so you have the pick of opportunities to choose from Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   
The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 
Links & References
Katie Street: https://www.linkedin.com/in/katiestreet/
Ben Potter https://www.linkedin.com/in/bpotter/

“I think it is an attitude, it’s a perception of business development or sales” - Ben Potter [09:06]
“If you imagine business development as a pyramid, for me positioning is at the base, it’s the foundation” - Ben Potter [10:13]
“We are too eager to write a proposal or put together a pitch deck and we end up missing a lot of steps in between” - Ben Potter [10:54]
“If you do have a really good lead generation machine, therefore you have a good pipeline, it gives you choice” - Ben Potter [20:14]
“Always had 10/20 top questions I had to ask every single prospect” - Katie Street [29:18]
“What you’re looking for is a prospect to say something like; I hadn’t really thought about it like that” - Ben Potter [39:35]
“If you just take this one rule alone, it should in theory change how you approach the whole kind of qualifying, discovery, pitch process.” - Ben Potter [42:03]
“If we’re positioning our proposal or pitch deck as confirmation, broadly speaking as what’s already agreed verbally, then what there shouldn’t be a need to do, is spend the first half an hour, hour talking about the agency” - Ben Potter [47:09]
“You obviously need to ask the right questions, to know who’s in the room so that you know how to structure your presentation” - Katie Street [49:21]
“Have those little anecdotes in the back of your mind read to pull out at the  appropriate time” - Ben Potter [52:12]

1 hr 1 min