Simple
Simplify the buying process for the customer, making it easy for them to make decisions and move forward without getting bogged down by complexity.
business development
At Horion Marketing, our business development team excels in creating strategic partnerships and innovative solutions to drive sustainable growth for our clients.
business development
At Horion Marketing, our business development team excels in creating strategic partnerships and innovative solutions to drive sustainable growth for our clients.
Business Development
- Generating new sales is the lifeline of any business regardless of what sector they operate in.
- Given that business development is arguably one of the most important, if not the most crucial, division within your organisation, it is incredible how many companies struggle to generate new business month on month.
- At Horion, we are happy to collaborate with your sales team or simply act as your sales team. We adopt a consultative approach and use sales methodologies such as ‘’Spin Selling, Challenger Sales, and Snap Selling, to name a few.
- At the commencement of our partnership, we will craft a detailed business development roadmap that aligns with your existing mission statement. This allows us to create accountability for our team and your current sales team.
- When it comes to business development, it is all about ‘’scores on the door,’’ and our team has a combined fifty years of experience that encompasses sectors such as Healthcare, Recruitment, Technology, Finance, Creative, and Hospitality.
Grow Faster
- The objective of attracting new clients can seem quite daunting and arduous, not to mention a costly affair.
- At Horion, we have assembled a team of highly experienced business development managers that adopt a consultative sales approach. Our team is adept at generating their own leads and possess a ‘’hunter-gatherer mentality’’ but are also adroit at closing any existing leads you may have. We utilise a variety of sales methodologies to ensure that we leave ‘’no stone unturned’’ in our pursuit of excellence.
- Depending on which of our packages you select, we can combine our marketing and business development functions, which significantly enhances the level of new business that we create for your organisation.
Sales methodologies that our team utilises:
Spin Selling
S - Situation
In the SPIN Selling framework, "Situation" questions are designed to gather background information about the customer’s current circumstances. These questions help the salesperson understand the context in which the customer is operating.
P - Problem
"Problem" questions focus on identifying issues or challenges the customer is experiencing. These questions help uncover the problems that the customer may or may not be fully aware of.
I - Implication
"Implication" questions delve deeper into the consequences of the identified problems. These questions are designed to make the customer consider the broader impact of their issues, such as financial loss, inefficiencies, or missed opportunities.
N - Need-Payoff
"Need-Payoff" questions focus on the value and benefits of the proposed solution. These questions encourage the customer to articulate the positive outcomes they would achieve if their problems were resolved.
Challenger Sale
- The Challenger Sale methodology is a sales approach that focuses on teaching, tailoring, and taking control of the sales conversation. Rather than simply building relationships with customers, sales professionals using the Challenger Sale method engage in provocative, insight-driven discussions that challenge the customer's current thinking.
- This approach is based on the idea that customers are often unaware of their true needs or potential solutions until they are confronted with new perspectives.
- By delivering valuable insights, customising solutions to the customer's specific needs, and assertively guiding the decision-making process, the Challenger Sale methodology helps sales teams differentiate themselves in a competitive market, ultimately leading to higher close rates and stronger customer relationships.
Snap Selling
- SNAP Selling is a sales methodology designed by Jill Konrath to address the challenges of selling in today’s fast-paced, information-saturated environment
Simple
Simple
Simplify the buying process for the customer, making it easy for them to make decisions and move forward without getting bogged down by complexity.
iNvaluable
iNvaluable
Position yourself as an invaluable resource to the customer by providing insights, expertise, and solutions that are highly relevant and helpful to their specific needs.
Align
Align
Your sales approach with the customer’s key business objectives and priorities, ensuring that your solution directly addresses what is most important to them.
Priorities
Priorities
Focus on the buyer’s top priorities, helping them navigate their options and make decisions that are most aligned with their immediate needs and long-term goals
iNvaluable
Position yourself as an invaluable resource to the customer by providing insights, expertise, and solutions that are highly relevant and helpful to their specific needs.
Align
Your sales approach with the customer’s key business objectives and priorities, ensuring that your solution directly addresses what is most important to them.
Priorities
Focus on the buyer’s top priorities, helping them navigate their options and make decisions that are most aligned with their immediate needs and long-term goals
"To me, job titles don’t matter. Everyone is in sales. It’s the only way we stay in business.” – Harvey Mackay
We are happy to collaborate with clients over a long-term period, but we also realise the importance of upskilling your existing sales team. Our Sales Director has over twenty years’ experience in sales training.
We can conduct sales training either face-to-face or via virtual sessions. We also have a large collection of pre-recorded training videos that can be viewed by your sales team.
Most importantly, we endeavour to create a robust sales culture within your organisation and have weekly check-ins with your team to ensure they maximise their potential.
Sales Training is one of the most cost-effective methods to ensure you maximise your performance moving forward.
We ensure total accountability by adopting the following measures:
Identify skills gaps within your existing sales team
Analyse sales representatives’ behaviours and performance
Listen to sales calls and provide direct feedback and coaching
Consistently re-enforce critical concepts within the sales cycle
Promote collaboration amongst the sales team
Identify and remove any roadblocks that are preventing growth
At Horion we believe that Sales Operations is the most salient function within your organisation. We enhance your existing sales team to maximise its performance across the board, whilst also providing invaluable training to new sales professionals that are being onboarded within your organisation.
Our training focuses on Ten key components to ensure we encompass all elements of the sales function.
Our Ten Key Components are as follows:
Our training focuses on Ten key components to ensure we encompass all elements of the sales function.
Our Ten Key Components are as follows:
Strong Communication Skills
Active Listening
Understanding the customer’s needs, concerns, and goals by listening attentively.
Clear Articulation
Explaining products or services in a way that is easy to understand and tailored to the customer.
Empathy
Connecting with customers on an emotional level, showing genuine concern for their problems and needs.
Product Knowledge
Deep Understanding
Knowing your product or service inside and out, including its features, benefits, and limitations.
Solution Focused
Being able to match the right features to the customer’s needs, demonstrating how your offering solves their specific problem.
Relationship Building
Trustworthiness
Building and maintaining trust by being reliable, honest, and acting with integrity.
Rapport Building
Creating positive relationships through friendly and professional interactions, making customers feel comfortable and valued.
Networking
Cultivating relationships with prospects, clients, and industry professionals that can lead to new opportunities.
Problem-Solving Skills
Needs Analysis
Assessing the customer’s situation to identify pain points and opportunities.
Creative Solutions
Crafting tailored solutions that address the customer’s specific challenges or goals.
Resilience and Persistence
Handling Rejection
Not taking rejection personally and using it as a learning opportunity.
Consistency
Following up with prospects, staying organised, and remaining engaged throughout long sales cycles.
Adaptability
Adjusting strategies and approaches based on feedback and changing circumstances.
Negotiation Skills
Value Articulation
Clearly communicating the value of the offering to justify pricing or terms.
Win-Win Focus
Aiming for outcomes that are beneficial to both parties, ensuring long-term satisfaction.
Compromise
Knowing when to make concessions and when to stand firm.
Time Management and Organisation
Prioritisation
Managing time effectively by focusing on high-potential leads and tasks that drive results.
CRM Mastery
Using Customer Relationship Management tools to track leads, follow-ups, and communication history efficiently.
Emotional Intelligence (EQ)
Self-Awareness
Understanding your own emotions and how they affect your behaviour in sales situations.
Social Awareness
Reading the emotions and reactions of others to adjust your approach accordingly.
Self-Regulation
Keeping your emotions in check during challenging situations, maintaining professionalism.
Customer-Centric Mindset
Solution-Oriented
Focusing on the customer’s needs rather than simply trying to close a sale.
Value Creation
Always aiming to create value for the customer, ensuring they see the benefit of doing business with you.
Long-Term Thinking
Focusing on building long-term relationships, not just one-time transactions.
Continuous Learning
Industry Knowledge
Staying informed about market trends, industry changes, and competitor activity.
Sales Skill Development
Continuously improving your sales techniques and strategies through training, mentorship, and self-study.
Feedback Utilisation
Actively seeking feedback from peers, managers, and clients, and using it to improve.
Schedule a Meeting
Welcome to Horion, a globally acclaimed full-service agency celebrated for building close, dynamic partnerships with premiere brands across a diverse range of sectors. We take pride in elevating your brand to new heights through our bespoke, innovative solutions.