“People get caught up in wonderful, eye-catching pitches, but they don't do enough to close the deal.  It's no good if you don't make the sale.  Even if your foot is in the door or you bring someone into a conference room, you don't win the deal unless you actually get them to sign on the dotted line.”
Donald Trump

Sales Development Model
This model is a simple and cost-effective process to increase sales, especially B2B, by winning
new large, profitable customers. It also encourages the necessary development of the
traditional field-based sales-person into an effective business manager.

• Identify your target customers
• Create prospect list and plan mailings
• Decide what your customer wants
• Write your sector-specific mailer
• Mail/Fax/Email broadcast
• Convert the replies into meetings
• Presentation or proposal
• Negotiate the deal
• Following up and confirming

Profile your ideal target accounts. Size, sector, location, and other relevant indicators. Bigger customers give you economies of scale, a better return on your selling efforts, and they respond well to high quality propositions and service.
Establish list criteria: strategic decision-maker, sector, size, etc. Identify list source. Manage the data, e.g. using MS Excel. Planning the mailings, response and conversion rates, using
the sales funnel process. What are your UPB’s? (Unique Perceived Benefits)
What are your target customers’ needs, by type or sector? What is the main benefit that the customer gets from your service? What does it really mean to them? Ask them.
Use a mailer/email/fax to sell initial meeting.