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The Anatomy of an All-Star

BUSINESS DEVELOPMENT TEAM

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In 1991, runner Ann Trason finished a 100-mile ultramarathon in less than 13.5 hours.

Power lifter Eddie Hall set a world record by deadlifting 1,019 pounds in 2015.

In 2008, NFL All-star Chris Johnson ran the 40-yard dash in 4.24 seconds.

At peak condition, the human body is capable of some amazing things.

The same holds true for your business development team.

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At the heart of an All-star’s ability to achieve is… well, the heart.

The center of the cardiovascular system, the human heart beats about 100,000 times every day, delivering oxygen and nutrients to the entire body.

The heart of an All-star business development team is the ethos of the team. The ethos is the character of the team: the vision, ideals, and beliefs that guide the actions of its members. Everything flows from the team’s ethos.

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During one lifetime, the power output of a human heart is around 2.5 gigajoules—more than any other muscle.

Like the heart, ethos can be trained and strengthened.How can a team develop a strong ethos?

It’s all about leadership. Leaders must first communicate the vision that motivates them to move. Then they must act on their vision. The attitudes and priorities that are consistently modeled by leaders will be adopted by the team.

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Over 200 different bones make up the skeleton, the framework and support for the human body.

Like the skeleton, a set of well-practiced systems and processes provide a structure that keeps business development teams organized and productive.

Building a strong system requires time and careful thought. All-star business development teams take the time to formalize their systems, creating playbooks and sales execution plans to solidify the “skeleton” of the team.

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Having a strong, stable structure is important, but to really get things moving, you need muscles.

Think of your sales personnel as the muscles of your business development team. Like the muscles of the human body, many different types of people are necessary to create a strong team. You need specialization:

Farmers: Account management experts who work existing accounts for further business and referrals

Hunters: New business development specialists who contact leads and find good prospects for your business

Closers: Opportunity management professionals who overcome obstacles to close the deal

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The cardiovascular system consists of an extensive network of arteries, capillaries and veins. It might not be very glamorous, but these vessels deliver oxygen and nutrients from the lungs and heart to the rest of the body.

Sales coaches, trainers, and team leaders are similarly tasked with ensuring your business development team has everything it needs to succeed. They provide accountability and ensure that your sales executives understand how to make the most of the tools available.

Laid end-to-end, the vessels of the cardiovascular system would stretch 60,000 miles: more than twice the Earth’s diameter!

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Let’s break it down: The digestive system is all about turning the food you eat into nutrients your body can use.

In business development, the marketing automation process provides the fuel you need to get your business moving. All-star teams have the discipline and expertise to break the market down, delivering a consistent stream of qualified leads to your sales personnel.

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Nerve signals in the spinal column travel at 268 miles per hour.

If you don’t react to obstacles in your path, it’s going to hurt. The central nervous system—the sensory organs, brain, and nerves—lets you perceive and react to your changing environment.

Your analytics processes are your senses, empowering you to react quickly to changing market forces. You need experts who can look into your company’s data and perceive trends and opportunities.

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About NuGrowthNuGrowth Solutions helps organizationsgrow their businesses with pace andpurpose. We build and lead results–oriented, “sales as a service” business development teams and support them with exceptional lead gen marketing—utilizing our propriety territory management methodology to generate leads, build pipelines and increase sales for our clients.

4181 Arlingate Plaza, Columbus, OH 43228(p) 800.966.3051 (f) 614.388.5811www.nugrowth.com

Copyright ©2015, NuGrowth Solutions

“To hit the right outbound volume, (business development) has to be your mission. It has to be your focus. You can’t do it part time.”

By sourcing it out we know there are no distractions and that they have a core group around them that helps them stay focused and learn from each other. Not only that, I don’t have to worry about managing the inside sales team. NuGrowth does that for me.”

-Long Term NuGrowth Client, Executive VP of Client Services

What separates All-Stars from their competitors?All-stars train hard, optimizing every part of their body to accomplish their goal. All-stars devote themselves to one mission, investing everything to be the best.

If you’re looking to grow your business, consider teaming up with an All-star. NuGrowth Solutions is your outsourced sales partner. Our team has discipline, expertise, and a proven process for business development. If you are interested in working with a partner you can trust to grow your business, please give us a call at 800-966-3051 or contact us here.