If you’re selling technology solutions to Small and Medium-sized Businesses (SMB) or Enterprise Customers, having the right approach to business development is crucial for long-term success. In this fast-paced session, we will explore how to create a repeatable business development process for your business. Our presenter, Rick McCutcheon, is a 10-time Business Applications MVP for Microsoft, with over 20 years of real-world experience selling technology solutions to both SMBs and major international corporations.

About Business Development Success for B2B Tech Companies

Now, let’s break down our game plan into four key areas that’ll set you up for success:

• Building Social Awareness: Learn all about B2B networking, boosting your brand’s visibility, and making those all-important connections in your industry. Mastering the art of social media and digital presence can do wonders for expanding your reach and getting folks talking about what you do.
• Lead Qualification and Conversion: Once you’ve got their attention, it’s time to reel ’em in! Learn how to sift through prospects and genuine opportunities. Then, we’ll showcase the best frameworks and strategies for turning those leads into paying customers. With our tips and tricks, you’ll be converting like a pro and getting leads through that sales pipeline in no time.
• Opportunity Management: So, you’ve got leads lined up – now what? Find out how to keep track of who’s who and what’s what, so you can focus your efforts on business development. It’s all about staying organized and making the most of every chance that comes your way.
• Account Upselling and Cross-selling: Maximizing the value of existing accounts forms the cornerstone of sustainable growth. Gain the skills to identify latent needs, tailor offerings, and turn satisfied customers into repeat buyers. By working with your existing clientele, you can unlock avenues for expansion and revenue diversification.

Meet the Speaker

Rick McCutcheon, Microsoft MVP. Certified Sales Professional

With over 25 years of experience in the B2B technology ecosystem, I have a passion for helping technology companies grow their businesses and achieve their goals. I provide strategic consulting, coaching, and training services to companies who are ready to take their practices to the next level.