A smart approach to business development
What we do
Before a solution, there is a diagnosis
There is no point just charging off and chasing any and every lead out there.
Your time is precious, your resources are finite. Let’s not waste either. We can help you focus on what matters.
The route to success is through developing an understanding of your ideal client segment, their sector, the size of their business and what are the challenges they are seeking to overcome.
As sales people, our role is to teach and tailor the conversation. Show the buyer you are clearly the best option.
Make the Break is here to help. We have five principal services set out below. As a stand alone, each service can bring expertise to a recognised weakness.
Taken as a whole, the Make the Break offering can provide you with
a complete outsourced Business Development service.
If you are not sure what you need or what combination is right for your business then the best place to start is to have a conversation with the team.
Educate the buyer
Making Business Development work
Business Development Health Check
A straight forward route to start working with Make the Break is by taking a Business Development Health Check.
Our health check is a fixed package which will shine in torch around the inside of your sales and marketing set up.
We will identify frictions, highlight what support would help and make recommendations on where we believe you should prioritise actions.
The full Service
What’s in the toolbox?
Got a team who are relatively new to sales? Or technical people who have also ‘to do their own BD?’ It can feel scary. It doesn’t need to. We offer sessions to give your team the basic tools and techniques that work. We made the mistakes early in our careers and now you don’t have to!
Got a product or service but don’t have a plan? Calling everyone and anyone isn’t really viable (and frankly soul destroying). Having a strategy is crucial to the success of your new business efforts. We work with you to create a go-to-market plan, hold you to account and help you keep focus.
What is happening to your team’s leads? What are the metrics that matter? Is the CRM being used properly? Why are sales not happening? If you are asking yourself any of these, it’s very likely revenue is wandering out the door. Let’s pinpoint the gaps and recommend where to take action.
Life as a remote sales person and/or the sole country representative can be a lonely one. It’s easy to let the momentum drop. Between us, we have years of experience at the coalface of B2B new business. Monthly 1-2-1 coaching sessions to help guide the way from good to outstanding.
This is all about the doing. We can give your business the hands-on commercial efforts needed to fill your pipeline. We can work together, agree what good looks like from filling your diary with meetings or booking demos to getting new customers over the line and signed up.
HOW IT STARTED
Founded by Stu Pringle
Why work with Stu?
I’ve spent 15 years at the sharp end of new business development. My experience covers sales, account development, marketing and managing commercial teams.
The majority of my time has been with SME tech businesses working across channels, figuring out what works and what doesn’t. I’ve delivered pitches that won large multi-year contracts, I’ve put in programmes to reduce churn, I’ve led teams into high performance.
I know my CRM from my ABM and my MA from GA.
I believe sales is simple. It’s about speaking with people you can help and explaining how you can make their lives easier. The trick is doing this in a credible way to make your brand the obvious choice. Do this, and you’ll make your break and be ahead of the pack.
Hitting the marketing bullseye
Marketing campaign planning Let’s assume the ground work has already been done. We already know the following: Who the customer is What the business goals are What good looks like in 12 months from now How we want to be positioned The kind of messaging that will have...
What would I say to my younger self about a career in sales
One of the questions I have been putting to guests over on the RE-TECH podcast, is to ask them what piece of advice they have for their younger selves getting into their industry.
This got me thinking and I thought I should put together some of my own thoughts on this topic.
No lead left behind
There’s a theme here. The eagle eyed will have spotted it. When we are squeezing the value out of the leads it’s not an 80% effort, it’s about following up on every single potential lead every time. On the other hand it may seem simple – that’s because it is – the whole point here is that this is entirely within the circle of influence of the sales manager.
Find out about all the services Make the Break offers and if they are right for you..