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Learn to Develop a Hunter Mentality

We’ve all heard the analogy describing the difference between a Hunter and a Farmer Business Development Professional. Neither position is easy, and both are critical components to the [...]

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Always Be Looking for a Better Prospect. Improve Your Gene Pool.

Every now and then we should all read some of the stories on the Darwin Awards website. This site chronicles strange and often bizarre tales of how people find a way to eliminate themselves from [...]

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If You Feel Anything on a Call … You Have the Problem!

At one time or another, everyone in Business Development has been faced with the challenge of being emotionally affected by what a prospect says on a call. It takes a person with a lot of [...]

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Don’t Think for the Prospect … Ask.

One of the real challenges for individuals in the Business Development role is that they are intellectually quite bright. Many Business Developers think at a level and pace well beyond that of [...]

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Are Your BD Professionals Self-licking Ice Cream Cones?

Every organization wants consummate Business Development professionals on their team. It doesn’t matter whether they are strategic hunters, organic farmers, strategic leaders or perennial [...]

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After You Know Everything, Act Like You Don’t Know Anything

Business Development Professionals know that credibility is established by the questions you ask, not the statements you make. They know that the questions they craft rather than the presentation [...]

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Why the Postman Has No Call Reluctance.

“…neither snow, nor rain, nor heat, nor gloom of night, nor the winds of change, nor a nation challenged, will stay us from the swift completion of our appointed rounds. Ever.” [...]

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Practice. Drill. Rehearse.

“It’s not necessarily the amount of time you spend at practice that counts; it’s what you put into the practice.” … Eric Lindros (professional ice hockey player) One [...]

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We’re Not Happy Until They’re Not Happy

This brilliant insight was offered by one of our attendees during a recent training event and it really makes a strong point about the role of Business Development. People buy, organizations do [...]

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You Will Work Harder on Your Goals than You Ever Will on Someone Else’s

“In absence of clearly defined goals, we become strangely loyal to performing daily acts of trivia.” – Author Unknown This is a great insight, but it makes one large assumption [...]

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Pick the Role, Set the Goal and Pay the Toll.

To thrive in the “new normal” of Business Development, every component of your individual BD process must be both efficient and effective. What may have enabled you to win [...]

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Questions or Statements?

Stop and take a moment to think about the kinds of questions you ask your Prospects. Is your tendency to ask long, overly focused questions or short, open-ended questions? As a Business [...]

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C3 (Credibility, Confidence & Courage) = Success in Business Development

Credibility, Confidence and Courage are three interwoven factors that are essential to an individual’s success in Business Development. These key elements make us powerful, efficient and [...]

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Know that you have value in the relationship

The distinguishing factor in many business development situations is you as an individual. Know yourself, your principals, your purpose, your values and your ethics. Have confidence in your [...]

Conceptually – Stay outside your comfort zone

In Business Development, it's never about you. It's all about the client and their needs, their concerns, their perspective of the problem, and ultimately, their decision about the solution. In [...]

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Your Purpose Statement

Leadership in Business Development is about character. Being a leader, rising to the top 3% in your profession, is anchored on your principles, ethics and values. Your purpose... what you do for [...]

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Always have a goal; activity is not accomplishment

Do your homework the first time and on every call. Focus it around the Four Cornerstones of Business Development. Pay special attention to people knowledge; what has changed about the individual [...]

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7 Reasons the Best Business Development Professionals Succeed

The field of Business Development is full of tips and tricks to help you increase your wins and avoid losses. However, Business Development professionals know that whats in your head is far more [...]

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To Be Successful in Business Development … Know Your 3-Cs

The 3-Cs, Credibility, Confidence and Courage, are three interwoven factors that are essential to an individual’s success in developing business. These key elements make us efficient and [...]

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Is your firm positioned for both Strategic and Organic revenue growth?

HUNTING VS. FARMING IN BUSINESS DEVELOPMENT  Hunting and farming for revenue growth require two different mind-sets, but the same process. Starting out, many technical professionals build [...]

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