April, 2018

C-Suite Chats with Christian Valiulis, April 2018

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C-Suite Chats With Christian Valiulis, April 2018

Our very own CRO, Christian Valiulis, is a member of the Forbes Business Development Council. Once a month, these members come together for Q&A sessions about relevant, important topics in the business world. The topics this month range from business development, to sales team success, to company acquisitions. Here’s what Christian had to say:

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1. What’s one common mistake many business development professionals make, and what advice do you have for avoiding it?

Christian: Failing to Identify The Phantom Decision Maker

One of the most prevalent mistakes business development professionals make is failing to identify all the key players in the decision-making process. To avoid speaking with the “decision maker” who merely presents himself as such, ensure you understand your target personas. This allows you to know who is the phantom decision maker likely pulling the strings from behind the scenes.

Check out this Forbes article, 15 Mistakes Business Development Professionals Make And How To Avoid Them, to see what Christian and other Business Development Council members had to say.

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2. What’s one tip you have for ensuring that acquisitions go smoothly?

Christian: Discover Your True Allies

Go into acquisitions knowing there will be necessary pruning. Be prepared to cut out the potentially harmful factors, similar to pruning a plant. Once this process is done and the plant has blossomed, it grows back bigger and stronger. Discover who is truly an ally and determine if their interests and motives genuinely align with yours so the health of the organization is maintained.

Check out this Forbes article, Want A Smooth Acquisition? Follow These Six Strategies, to see what Christian and other Business Development Council members had to say.

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3. What emerging technology do you think is going to change the way biz dev professionals do business?

Christian: Artificial Intelligence and Text Communication

As email has become a more cluttered, public medium of communication, permission-based texting has emerged as a professional tool. Texting is a more reserved and private form of communication that accompanies a connection with clients, employees, or business partners. With the help of artificial intelligence - rapid, scalable, and manageable communication can be automated on a more personal level.

Check out this Forbes article, Six Technologies That Will Change The Game For Business Development, to see what Christian and other Business Development Council members had to say.

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4. Now that Facebook has adjusted its algorithm to favor local stories, what’s one way to make sure your brand breaks through on the platform?

Christian: Ignite a Homegrown Fire and Watch it Spread

Igniting engagement from within our company first transforms homegrown stories to national content. Internal communication platforms start the conversation among our teams. We’re then able to control the dialogue as we get people immersed in our content. That seed may be planted at home, but it grows far and wide when it’s unconventional, consistently relevant, and shared by those you trust.

Check out this Forbes article, Five Ways To Localize Your Brand And Be Seen On Facebook, to see what Christian and other Business Development Council members had to say.

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5. What is your number one tip for building up a cohesive and successful sales team?

Christian: Rally Around Performance

Everything sales does revolves around performance. We celebrate it; we live it; we breathe it. Why? Because it’s all about the black and white numbers. You can see the successes and cheer them on. You can also see the failures, and from this your team learns to be accountable for their performance. Whether it’s a team win or loss, it’s a sales leader’s job to rally around that momentum.

Check out this Forbes article, 11 Tried-And-True Ways To Build A Successful Sales Team, to see what Christian and other Business Development Council members had to say.

About Forbes Business Development Council:

Forbes Business Development Council is an invitation-only organization for senior-level sales and business development executives. Find out if you qualify at forbesbizdevcouncil.com/qualify.

About Christian Valiulis

Chief Revenue Officer Christian Valiulis at APS is a member of the Forbes Business Development Council. As a national human capital management and full-service payroll processing company, APS delivers a unified cloud solution backed by guaranteed payroll tax compliance services. Christian oversees marketing and sales, channel partnerships, and strategic product and service alliances. Connect with him on LinkedIn to stay up-to-date with his most recent publications.