How To Choose A Business Development Model To Make Pipeline Generation Soar

Long runways kill deals, but short runways complicate pipeline building. An effective pipeline strategy aligns assets to the urgency and time constraints of the situation. In-year pipeline shortfalls require a speedy approach, whereas next-cycle pipeline needs may require a long-term growth approach. By using both approaches, sales leaders can deploy business development reps (BDRs) to augment seller prospecting, marketing-sourced demand, and demand generated by channel partners in ways that deliver both speed and payload. This report outlines how sales leaders should weigh their options when choosing a business development function model.