Why Sales Development Is Like Spearfishing

To boost your revenue as a B2B company, you need to implement marketing and sales initiatives.

What’s the difference?

These are two separate functions that are both equal and as important when it comes to growing your business. They cover a lot of things and they also vary upon the nature of your business.

Regarding marketing, one of its key jobs is to understand the marketplace from a customer’s perspective to drive the company where it should be in the future. Think of it as the face that your company puts forward to the public, like your website, to attract more visitors.

Simply put, when you sell what your company can deliver today, you are in sales. A sales rep is in charge of identifying, connecting with, and qualifying leads. Sales development has become a strategic revenue-generating function for the vast majority of high-growth companies.

In other words, marketing is like fishing with a net. It’s a surprise what your catch will be at the end of the day and it’s difficult to target “qualified” fishes: you might catch a jellyfish.

🐠 On the other hand, sales development is like spearfishing. You can better target your catches like wild king salmons or tunas. This approach is more predictable and scalable.