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C-Suite Chats With Christian Valiulis, March 2018
Our very own CRO, Christian Valiulis, is a member of the Forbes Business Development Council. Once a month, these members come together for Q&A sessions about relevant, important topics in the business world. Here’s the advice Christian had to offer business development professionals about strategic partnerships.
Christian: Opt For A More Subtle Approach
The rise of technology proves that electronic channels are key to reaching target audiences. Consumers today often educate themselves before entering the sales process, so they don’t want to be “sold to” through hard-hitting ads. A more subtle approach, such as a personalized video email, demonstrates your commitment to buyers as individuals and encourages a positive relationship from the start.
Christian: Lacking Stakeholder Support
Strategic partnerships involve a lifecycle that requires ongoing cultivation, nurturing, and work to make sure that it is going to truly be beneficial and promote business the way it’s designed. Oftentimes, inexperienced business professionals don’t take the time to set clear expectations with not only potential partners, but with the executive sponsors whose cooperation is vital at each stage of a successful partnership.
Christian: Lack of Growth Process Knowledge
Business development professionals should know the process by which they acquire and nurture growth, as well as to whom they report. They must know they have support at a higher level that will ensure their efforts toward growth are not fruitless. Moving forward with a relationship without the proper resources to back up goals leads to a lack of control and creates a barrier to further growth.
Christian: Enter With A Listening Mindset
Negotiating is a slow dance in which you increase your transparency as you near a resolution. The goal of a partnership negotiation is to creat a healthy deal that benefits all parties. At the start, you must know what each side needs to win, where each can give a little, and what each can throw away. Enter into a negotiation with a listening mindset - there is a reason you have two ears and one mouth.
Christian: Ensure Your Tech Design Is Superior
Automation and self-service are trends rising to appease this generation of technology-driven, self-educating consumers, but the key to automation is to do it correctly. Companies must ensure their technology’s design is superior and meets buyer expectations, or buyers won’t consider it a quality purchasing option, thus diminishing goodwill toward your brand as well as your product or service.
About Forbes Business Development Council:
About Christian Valiulis
Chief Revenue Officer Christian Valiulis at APS is a member of the Forbes Business Development Council. As a national human capital management and full-service payroll processing company, APSdelivers a unified cloud solution backed by guaranteed payroll tax compliance services. Christian oversees marketing and sales, channel partnerships, and strategic product and service alliances. Connect with him on LinkedIn to stay up-to-date with his most recent publications.
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