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The Three Roles Of The New Breed Of Business Developers

By Jonathan Farrington

As we are all aware, getting to know prospects and understanding their needs is not a quick and easy process. Prospects possess a hierarchy of needs which have to be uncovered gradually. This is why we need a new type of business developer for a new type of prospect.

So what does this new breed of business developer look like? For a start he or she has progressed from the more traditional, "lone ranger" approach of selling to a more team-based consultative style. Our research at The jfa Group shows that a consultative business developer needs to fulfill three basic roles: that of Business Consultant, Strategic Orchestrator, and Long Term Ally.

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