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9 Examples of Business Development (Sales)

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Business development, also known as sales development, is the process of developing qualified leads for a sales team. In many cases, this role is separated from the job of closing sales as the two tasks are viewed as different talents. The following are common examples of business development.


Researching potential buyers. For example, a B2B firm might identify all the mid-sized companies operating in a region as a starting point.

Competitive Intelligence

Developing competitive knowledge about industries, markets, competitors and potential buyers. For example, learning that a firm is unhappy with the products or services of a competitor.


Attending industry events to scout for leads and information.

Knowledge & Data

Developing documents and databases to track what you know about potential leads.

Partner Development

Developing and managing partners that provide competitive intelligence or leads.

Lead Qualification

Evaluating the quality of leads to filter those that aren't worth pursuing according to factors such as finances, budget, authority and needs.


Developing initial relationships with potential buyers.

Sales Support

Handing off qualified leads by transition the relationship to a salesperson who will handle closing.

Sales Operations

In some cases, a business development team has responsibility for the entire sales operations process including pipeline management, metrics and sales administration.


Business development is a somewhat confusing term as the same term is commonly used to describe the corporate activity of acquiring companies and developing new products.
Overview: Business Development
The process of developing qualified leads.
Related Concepts


This is the complete list of articles we have written about sales.
Account Management
Ambiguity Effect
Bargaining Power
Bias For Action
Bliss Point
Business Relationships
Buyer Persona
Call To Action
Choice Architecture
Churn Rate
Closing Techniques
Complex Sales
Concept Selling
Conversion Rate
Curiosity Drive
Customer Lifetime Value
Customer Motivation
Customer Needs Analysis
Customer Persona
Customer Profitability
Customer Relationships
Customer Retention
Customer Satisfaction
Customer Service
Deal Desk
Decoy Effect
Default Effect
Fear Of Missing Out
Figure Of Merit
Final Offer
Hard Selling
Ideal Customer Profile
Lead Generation
Lead Qualification
Low Ball
Marketing Channels
Message Framing
Needs Identification
Negotiation Process
Nudge Theory
Objection Handling
Personal Selling
Pricing Strategy
Product Differentiation
Product Knowledge
Promotion Strategy
Sales Activities
Sales Analysis
Sales Channels
Sales Data
Sales Development
Sales Efficiency
Sales Force Automation
Sales Goals
Sales Management
Sales Metrics
Sales Model
Sales Objectives
Sales Pipeline
Sales Planning
Sales Process
Sales Quotas
Sales Risk
Sales Skills
Sales Strategy
Scarcity Marketing
Soft Selling
Solution Selling
Trade Fairs
Willingness To Pay
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Sales Management

A business discipline for planning, organizing and leading sales and sales operations.

Sales Cycle vs Sales Funnel

The difference between sales cycle and sales funnel.

Types Of Sales Quota

A few examples of sales quotas.

Sales Risk

A list of common sales risks.

Sales Process

A reasonably standard sales process.

Sales Planning

An overview of sales planning.

Business Development

The common types of business development.

Sales Data

The common types of sales data.

Business Development vs Sales Development

The difference between business development and sales development explained.


An overview of sales with examples.

Product Knowledge

The common types of product knowledge.

Sales Objectives

The common types of sales objective.

Account Penetration

The definition of account penetration with calculation examples.

Concept Selling

A definition of concept selling with examples.

Sales Development

The definition of sales development with examples.

Customer Needs Analysis

The definition of customer needs analysis with examples.

Ideal Customer Profile

The definition of ideal customer profile with examples.

Buyer Persona

An overview of buyer personas with detailed examples.
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