Smart Business Development

An easy to follow methodology to build unshakeable growth & dominate your market

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Winning in today's tech market isn't a sprint, but a hard-fought marathon.


New technologies emerge, traditional competitors and startups are everywhere, clients' needs change.


Here are some important statistics to keep in mind.

50%

of tech companies fail within 5 years

(ICSTD, BLS)

65%

of tech companies fail within10 years

(ICSTD, BLS)

63%

of tech  start-ups fail within 4 years

(STBI)

Among the most common reasons of failure?


  • Little market demand for products and services


  • Inefficient on-line presence and marketing activities


Which makes sense.



Offer what you have and not what the clients really need.


The market will discard your business.



Market your products & services with a confusing language.


Nobody will buy them.



No sales, no business.

Using our straightforward methodology, your small-to-medium tech business should expect to:

7 core steps of our Smart Business Development system

Gain confidence in the end result by understanding the process

  • 1. Take advantage of the unavoidable changes in the tech market space

    The entire B2B world is moving on-line


    SMBs need to embrace the new reality and see it as an opportunity


    New value creation with fully aligned digital sales and marketing should be your main focus


    Failing to do so will result in market shrinking and losing clients to more adaptive competitors



    Objective: Build a clear and solid growth strategy







  • 2. Find new ways to differentiate and provide value to your clients

    Analyze competition and your current position in the market


    Identify existing unique selling points


    Develop new ones to cover market gaps and differentiate your company



    Objective: Clarify your positioning, by-pass competition and create strong demand for your products and services







  • 3. Listen carefully to what your target clients’ need

    Involve all your employees that are in direct contact with your clients (i.e. sales, product managers, customer support, marketing)


    Brainstorm answers to real questions from your clients to identify areas you can help


    Use this information to develop products that better serve your clients' needs


    Prioritize according to importance towards making a buying decision



    Objective: Increase products-market fit and create a detailed list of topics that will be addressed by your digital business development functions



  • 4. Answer to your clients' problems and concerns in an persuasive way

    Produce marketing material that will answer all of the questions listed during step 3:

    • website content, blog posts and technical articles
    • case studies and white papers
    • e-mail marketing and newsletters
    • explainer and educational videos

    Educate your clients: if you don't do it, your competitors will



    Objective: Build authority and trust with your target clients, by presenting valuable information in an objective way


  • 5. Attract high-paying clients through free and excessive value offering

    Leverage the free content created in step 4


    Use lead magnets to capture interest from your target clients


    Exercise effective inbound marketing to make clients reach out to you



    Objective: Create multiple streams for generating qualified leads




  • 6. Execute relentlessly on inbound leads to secure more sales

    Your sales teams must use digital business development material to:

    • showcase success stories
    • build substantial and solution-specific communication with prospects)

    Your customer support system must:

    • offer a great experience on delivery
    • act promptly to solve any problems
    • guarantee client satisfaction 

    Objective: Increase lead-to-sale conversion ratios, create a loyal client base & get referrals


  • 7. Solidify your position in the market and stay ahead of your competitors

    Continuously monitor and adjust to always getting better


    Use feedback from both success cases and failures to improve your digital business development processes


    Optimization should be a never-ending process



    Objective: Secure your position in the market and keep moving further ahead from your competitors