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December 2019 C-Suite Chats With Christian Valiulis
Each month, members of the Forbes Business Development Council come together for Q&A sessions about relevant, important topics in the business world. The council recently discussed topics like global expansion, technology evaluation due diligence, and the best business development tools on the market. Here’s what Christian Valiulis, our very own CRO and member had to say:
What’s one step you take to learn which tech solution is best suited for your core business? How do you do your due diligence?
Christian: Start With The End In Mind
Start with the end in mind by listing your ideal experiences and optimal processes. Rank each in terms of the potential positive impact, and realistically evaluate your company’s ability to implement. If you buy something you aren’t ready to implement, you’ll end up paying for something you don’t use. Keep your end goal in mind, so your new technology will have a positive ROI for your company.
It can be challenging and expensive to find the right technology solutions for your company. For tips on how to choose the right solution for your company, read Nine Ways To Do Your Due Diligence When Choosing The Right Business Tech Solutions.
Name one specific way you’ve found great business insight that more leaders should be taking advantage of, whether it’s in-person studies, ethnographic research, or more.
Christian: Companies Outside Your Industry
Look at what other companies outside your industry are doing. Whether it’s their product, process or company culture program, look at their successes and apply their strategies in a way that best suits your organization. Innovation and progress happen all around you, so it’s important to take note and evolve for your business strategy.
Leaders can use a variety of ways to obtain insider knowledge in their industry. However, effectively finding the right mix of data and ethnographic research can be tricky. Read on to learn more about how you can use ethnographic research to gain a better understanding of your business insights: Need Better Business Insights? Biz Dev Leaders Recommend These 14 Sources.
Before expanding their business on a global scale, what’s one step a business leader needs to take first? Why is this a vital step?
Christian: Eliminate Interdepartmental Communication Barriers
The more your company expands, the more important internal communication tools will become. Identify the anticipated obstacles to communication, like time zones or language barriers, and use an electronic tool that breaks down those walls. Work with your team to form a communication plan and understand how departments will speak to one another before making global expansions.
Expanding your business on a global scale can be exciting and open up streams of new revenue. The process of going global can be fraught with many issues and complications. If you are thinking about expanding into different markets across the world, read Want To Take Your Business Global? Take These 14 Steps First.
What’s one business development tool you can’t live without and why? How does it help steer you and your company toward success?
Vendor comparison review platforms like G2 are vital. Most business buyers conduct their own online research before they reach out. They would rather read what similar companies have to say about a product than listen to a sales pitch. When we send someone a G2 vendor comparison, we see more engagement from them because people trust people.
Using the right development tool can grow your sales potential exponentially. Finding which business development tool that works for your organization can be difficult to do. If you want a place to start, read 14 Leaders Share The Business Development Tools They Can’t Live Without.
What’s one often-overlooked strategy for business development that you think more companies should take advantage of? Why?
Christian: A Micro-Vertical Focus
Don’t just pick a popular industry and say that it’s a target market. Dive deep into an industry’s micro-verticals to identify their needs. The more you cater to their specific needs, the more efficient you’ll be, which will be reflected in your metrics. Meeting set rates, conversion rates and close rates will lift because you’re not trying to be everything to everyone.
Any company that’s growing understands the importance of an effective business development strategy. If you’re looking for a few ways to improve your current strategy or if you’re looking for new ideas, read 14 Overlooked Business Development Strategies Your Company Should Explore.
About Forbes Business Development Council:
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.