Seth is a Business Development Manager at Springbuk, the leading “employer-facing health analytics software” designed to help companies forecast cost and improve their employees’ health. Seth’s main objective is to bring as much new business into the pipeline as possible. While this is mainly accomplished over phone and email, Seth can also find himself at conferences and trade shows where he can meet with potential clients face-to-face.
Transcript
Okay, my name is Seth, and I work for Springbuk, and I am the business development manager. Okay, Springbuk is a health care analytics provider. So what we do is we help brokers and employers forecast their future healthcare spend so they can keep their population healthier. My specific role is I run the development team, so our role is to bring in about 70% of the company's new business and I have a team of six underneath me. So it is a lot of cold call and cold emailing. That is a big part of this job. It can kind of get repetitive, so you know, you need someone with some persistence. The other part is the inbound marketing part, so we do a lot of trade shows, a lot of events. Obviously we have people downloading things off our website, demo requests, white papers, and then we're also doing ABM, so account-based marketing, where we're sending out personalized boxes to people to either keep them in the funnel or gain their attention on the front end. I think for me, you know, in any business realm, meetings take a lot of the day. So a busy day for my team, I mean, they're just flooded, whether it's inbound coming in or placing phone calls. Me, just really getting strategy around, how can we improve close one numbers, how can we improve getting our pipeline through the funnel? So I'm meeting a lot with our sales leaders on how to improve that, what kind of inbound marketing do we need, what does our call ratio need to be. So really going through that process and being more of a leadership responsibility with my role is kind of pretty much occupies my day. So, good timing, I just got back from New Orleans last week, so I was at a trade show down there with a couple coworkers. And kind of leading up, you know, you're doing a little pre reach out to some specified people that you know you really want to talk to, and you know, my team is actually helping everybody reach out to them. So once you get down there, your goal is really to just attract as many people to your booth as possible. Have as many conversations as you can. Give out business cards, collect business cards. Talk through our product. It was a big broker conference, so it was right in our wheel house. So really just trying to have as many conversations as possible, go to as many, whether it's a dinner, happy hour, whatever it may be. But just make connections. Put a face to a name, and kind of just gain information from other people to kind of increase your pipeline.
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