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14 Examples of Sales Development

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Sales development is a component of the sales process that discovers buyers. This involves planning, research and networking to develop qualified leads. The following are common examples of sales development activities.

Target Market

Defining your target market.

Sales Planning

A set of plans, targets and measurements for the sales process. Sales development objectives are primarily defined in terms of qualified leads that may be broken down by factors such as region, product, customer type and qualification score.


Discovering information about your potential customers. Who are they? What are their needs? What is their financial position? Are they currently engaged by the competition? Who is buying right now?

Research Partners

Services that provide market and competitive intelligence. For example, an industry research organization that can provide a list of customers that are currently in the market for construction materials.


Developing data and knowledge about customers, markets and competitors.


Development systems and tools to improve the efficiency and quality of the sales development process. For example, systems that automatically pull in financial information for leads.


Marketing communication such as advertising designed to discover leads.

Promotion Partners

Developing and managing partners that can engage customers and generate leads.


The process of contacting potential buyers to generate leads.


In order to qualify leads, a sales development representative may require a fair amount of information. This may require carefully cultivating a relationship in a way that is helpful to closing the sale.

Needs Analysis

The sales development representative often begins the process of needs analysis.

Lead Qualification

Researching the needs, finances, reputation, budget and authority of leads to filter out those leads that are unlikely to close.


Presenting everything you know about the customer and the competitive situation to the account executive who will handle closing.


The sales development representative may be involved in the first few meetings with the opportunity to transition the relationship. This is particularly common in complex B2B sales.
Overview: Sales Development
The component of a sales process that develops 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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The common types of sales prospecting.


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.

Business Development vs Sales Development

The difference between business development and sales development explained.

Customer Needs Analysis

The definition of customer needs analysis with examples.

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

The definition of business development with examples.
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