The Reality of Modern Business Development with Steve Branney

In this episode of True Conversations, technology sales veteran Steve Branney joins Tom Happé. With over 35 years of experience across major enterprises and startups, Steve offers valuable insights into the evolution of business development.They delve into how business development has transformed from cold calling and directories to AI, LinkedIn intelligence and digital prospecting. Steve shares practical advice on building meaningful relationships, expanding beyond traditional IT contacts and why top salespeople prioritise understanding business objectives over pushing products.The conversation explores the tension between short-term targets and long-term relationships, the growing importance of personal connection in a world of automation and why sales professionals must become educators and trusted advisors.Steve also covers:Strategies for using LinkedIn effectively in enterprise salesThe benefits of cultivating broad relationships within accounts to reduce riskFinding the right balance between AI tools and genuine human interactionThe resurgence of face-to-face meetingsBuilding pipeline when entering a new marketWhether you’re new to sales or a seasoned professional, this episode provides honest, experience-driven insights into what truly works in modern business development.