Updated: Jan 8, 2021
<Laughing a little> It has come to my attention that white collar professionals assume 321 Biz Dev sales system training, business development experience and our ability to find clients do not match the technical knowledge and education of attorneys, CPAs, dentists, plastic surgery, insurance brokers and real estate brokers.
No doubt, it is very easy to come to that conclusion.
Legal, accounting, dentistry, medicine, insurance and real estate technical knowledge has very little overlap with professional selling and business development.
For every white collar professional listed above, the attorney, CPA, dentist and plastic surgeon had to graduate from a four year college, plus complete 2-6 years of specialty certification.
What did the CEO of 321 Biz Dev have to accomplish to consider his skills equal to white collar professionals?
Six years of corporate sales experience, selling to CEOs like Hewlett-Packard, University of California, County of Ventura, Gottschalks, Santa Clara County Federal Credit Union, City of Benicia California, Lake Tahoe Unified School District, Vallejo Unified School District.
Four years as an Account Executive, managing employer health insurance accounts of 500 employees and higher.
Six years of corporate management experience, managing U.S. Government Tri-Care Health Care for U.S. Military Active Duty and Retirees in fourteen states, reporting to senior military officials at the Brigadier General, O-7 rank.
Here are the tasks 321 Biz Dev can not perform:
Interpreting the law
Advising clients on accounting rules
Providing dental treatment
Providing medical treatment
Here are the tasks white-collar professionals are most likely unable to do but 321 Biz Dev can:
Contact 50 potential customers per week capable of spending $5,000 per transaction.
Call other business owners about selling their big-ticket, high price products and services.
Manage a sales pipeline where contacts enter the pipeline and exit the pipeline as new clients.
Execute a professional B2B sales system with business owners prospects.
Conduct a professional prospect interview where the closing probability has a minimum 80% success.
Deliver great sales experiences to increase likelihood new clients will provide no-cost referrals.
What I just described above is a sales activity distribution of Efforts and Tasks defined as:
Effort is the activity to identify contacts, convert eligible contacts into prospects and convert prospects into clients.
Task is the activity to perform the actual legal, accounting, dental, plastic surgery, insurance or real estate for client.
The ironic thing about the two sales activities, efforts and tasks, is the two activities are independent of each other. 321 Biz Dev can identify people needing legal, accounting, dental, plastic surgery, insurance or real estate without knowing the technical aspects of each industry.
The two parties, white-collar professionals and 321 Biz Dev, are meant for one another. 321 Biz Dev wants white-collar professionals to be good at what they do and white-collar professionals can be confident 321 Biz Dev will do the same.
Interested parties can contact me, Rick Nappier, CEO, at (833) 321-3212 or Yeilyn Rodriguez, VP, Business Development Specialist (bilingual) for English or Spanish contacts, at (786) 697-3400.
321 Biz Dev LLC offers 6- to 9-hour sales system training to help white-collar salespeople improve skills and increase business development results.
Business owners can also complete a 5-minute Questionnaire by clicking the Services tab on our website. Also, click the About tab to learn about 321 Biz Dev LLC. When uploaded, please click HERE to hear the podcast episode version of this blog.
I hope readers enjoyed this article.
Happy New Year!