A commonly used concept is that of the sales funnel:
The notion is that leads and prospects are fed into a market funnel continuously; supported by the development of marketing, PR, communication, telemarketing, lecturing, presenting etc. It is at the very end of the funnel that orders and turnover will emerge. Without funnel development chances of ‘receiving’ turnover just like that are slim; apart from a few groundbreaking cases that we all know of.
The process of driving and developing the funnel is very much Business Development. A well developed funnel will almost ‘inevitably’ generate turnover. On the other hand; expecting sales without having paid due attention to developing a funnel is likely to lead to disappointment.
Marketing4B2B has experience with all processes throughout the funnel to perform integral funnel development for any B to B organization!