How To Survive The First Days as a Business Developer
If you want to start your sales adventure in IT, you will definitely find this article useful.
In further pages, I will explain more on how to get into sales, what to expect, and what to avoid.
I will also share my tips for being well-prepared for the interview and other stages of recruitment.
Curious? Let’s go.
How it all started?
Before I started with Pagepro, I was working in the sales department, as a data analysis at PayU.
I mostly wanted to start using my sales knowledge more directly and develop myself more in client acquisition, and Pagepro seems like an interesting company so I decided to give it a try.
The business model was somehow related, as in the previous company I was responsible for the B2B sales, which was already a good match here.
I’ve sent my resume, and after a while, I’ve received an online task from Mariusz, who is responsible for running the sales and marketing department.
Check our website and find across the internet ten potential customers for our company. The ideal task should include your comment on why we should approach them.
Create a compelling message that we would send to our potential customers. The copy should be delivered across LinkedIn or by email.
I went to Pagepro website, and I went through their services, so I could understand more about what they are doing, and what kind of people they are helping on a daily basis.
Then I went to search for some Creative Agencies, that may have a potential need for a front-end development.
I’ve made a list of companies in one document together with a compelling message that I would send to clients form my list and waited for a reply.
After a while, I received a phone call from Mariusz, and we started a conversation. He asked me to tell more about myself, why did I apply for the job, my experience, and what is my general plan for the future.
It was also my first spoken English test! (In business development, it’s important to be fluent in English as it’s a universal language in IT. )
Finally, we agreed to have a face-to-face interview.
In the interview, we spoke about almost everything! We went through my CV, my plans, my hobbies, how do I develop my knowledge, what kind of books I’m reading, what sports do I like, which kind of jokes do I like, am I switching an alarm clock after the first ring, or later? Literally, we talked about everything.
Although it was a long talk, It was also fun and somehow interesting.
Are you persistent enough?
After the meeting, Krzysztof and Mariusz decided to give me one more task – I had to work a bit more on my client database.
Indeed the database wasn’t really perfect yet, but later I discovered this task was not about the database at all.
It’s was about my persistence. To check if I’m ok to do the extra mile. To work a bit more to get the desired result.
I had to work a bit harder this time, and they really push for more than I expected, but after a couple more emails, I accomplished the task I finally got and accepted the job offer!
Before I came to the office, I received a document with materials to go through before start working (mainly articles and podcasts about business in IT). Those materials occurred extra help to get into a business development role.
On the first days, I was getting familiar with people at the company. The most problematic thing was that there are around 30 peoples working, everyone is super friendly and I had a huge problem with connecting new faces to the names.
In the company, we usually communicate with Slack. If somebody does something extraordinary and you want to show your appreciation, you can give them kudos as compliments or congratulations. Read more about the kudos app in this article.
Getting familiar with company culture was another thing. I wanted to get to know what are the specific expectations towards my role and then, I started to work.
All this process I was mentored and encouraged to ask any question so it went smooth. I had a lot of new knowledge to embrace but I was well guided by Chris (CEO), and Emmanuel (another business developer).
I had to report my weekly KPI’s and progress. Moreover very helpful were “Pagepro Lighting Talks” – presentations prepared by the company people. In Pagepro culture, it’s believed that you should run one presentation each month-to share what new have you learned and how had you developed. I had to run already two presentations. One about companies which are Pagepro ICP’s (Ideal Customers), and another about how to find them. I have to admit that it gave me a way much bigger understanding of those subjects.
As a new business developer, my objectives were to find new business opportunities and create a quality database. For fulfilling that I had to, first of all, understand our clients’ needs and what can we do to take the daily pains away.
I participated in highly practical and interesting tactic meetings, to use the knowledge I gained during my studies. Btw, I thought I would never have the opportunity to use it in real life.
What I had to learn:
The funny thing is that after two months of work, I still use a lot form the first documents I received.
I guess the process of learning about the client, and his daily goals and objectives, is almost like an endless route, and no matter how much knowledge you gain, on top of that, you need to be empathetic enough to be able to feel his pain points.
However, on the first days it was crucial to me to learn:
- how to think like a customer
- how to solve their problems
- how to use Linkedin sales navigator
- how to look for the right prospects
- how to use tools like Snovio and Airtable
- and what’s most important, how to use the CRM
Tips for future NBD’s
If you are planning to become a New Business Developer yourself (at Pagepro for example), I highly recommend to get familiar with:
- the company profile (what they specialize in, what’s their strengths)
- company’s products and services
- company portfolio, and the potential clients’ profile
- the general B2B sales process
- general information about FinTech industry
If you’re into forming relationships that provide value to the customer, solve real business issues that they are facing and moreover you’re curious and eager to constantly using or learning different tools, skill sets and experiences to address problems or tackle new things, you will definitely find yourself in the role of business developer.
It’s this variety that makes me absolutely like what I do.