Jeffrey Zanni
Director of Business Development
Evoke.com

1. When meeting with a candidate, what's your favorite interview question?

My favorite question is, "What is your definition of being a successful professional and how have you applied those attributes to your previous employer's?" The answer to this question tells me three important things: 1) where the candidates' aspirations lie, 2) how they will attack their goals and 3) what they have found to be successful. To obtain a full understanding of a candidate's experience, I like to explore both the personal and professional aspects of his or her skills.

2. What type of experience lends itself best to a successful Bus Dev career?

First and foremost, a solid portfolio of resources and contacts within a respected industry contribute greatly to a successful Business Development career. One way to build one's personal rolodex is to become heavily involved in trade organizations and attend networking events regularly.

In regards to background and experience, I like to see professionals who have worked with sales organizations that fostered information discovery, contract negotiation, ongoing maintenance, opportunity extrapolation, strategic account management and business planning.

3. What is the difference between Business Development and sales?

The differences between Business Development and Sales depend on the internal structure of a company. Sales generally has a more of a specific mission carved out (i.e. a concentration on monthly revenue generating and producing new business).

Business Development not only drives revenue for a company but also valuation and exposure. Business Development folks build new versions and expanded directions for companies, including building channels of distribution for a product or service.

Business Development and Sales are similar in some sense, where by they both need to "sell" products and services. Business Development sets itself aside by unique "sells" that create strategic alliances, as well as revenue.