Mastering Business Development with Keith Dodson: Trust, Strategy, and Sales Excellence

Join us on "Dialing into Success" as we explore the dynamic world of business development with Keith Dodson, Executive Director of Business Development at Horton Pharma Solutions. Keith shares his impressive journey, from his academic roots at the University of Michigan and the University of Chicago School of Business to his impactful roles at companies like Catalent Pharma Solutions. He provides valuable insights into creating successful marketing programs, emphasizing the importance of understanding both service offerings and customer needs. Keith delves into the nuances of selling complex services, the art of listening to clients, and the collaborative nature of the sales process, highlighting the critical role of building trust and providing tailored solutions, especially for smaller companies.   Listen in as we navigate the challenges and strategies for reaching new clients in the medical device and biotech industries. We discuss the significance of a well-defined marketing strategy and continuous engagement through trade shows and targeted marketing efforts. Keith underscores the importance of inside sales and competitive intelligence in identifying new opportunities, the value of timing, and building genuine relationships with clients. Additionally, we explore effective inside sales strategies, emphasizing the need for understanding customer needs, balancing persistence with respect, and fostering collaboration between inside sales teams and field sales. This episode is packed with actionable insights for anyone looking to enhance their B2B sales approach.  Learn more about Jim and Keith: Jim’s LinkedIn: https://www.linkedin.com/in/jimscaparotti/  Keith’s LinkedIn: https://www.linkedin.com/in/keithdodson/   Learn more about JMS Elite: Website: http://www.jmselite.com/  Instagram: https://www.instagram.com/jms_elite/ YouTube: https://www.youtube.com/@jmselite2360