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There Are No Customers Who Do Not Buy, but Simply Prospects Who Fail to Qualify.

Many people in sales and Business Development believe the reason a prospect didn’t buy is that they lacked sufficient information, enough justification or adequate incentives convincing [...]

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Don’t Look Too Good or Talk Too Wise.

In his poem “If”, Rudyard Kipling shares examples on how to relate to others and exhibit grace, class and humility. People are comfortable with and instinctively trust those individuals who they [...]

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The 3 Cs (Credibility, Confidence and Courage) = Success in Business Development

Credibility, confidence and courage are three interwoven factors essential for Business Development success. These key elements make us powerful, efficient and effective in the role. Any one of [...]

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Only Decision Makers Can Discuss Money.

This insight has implications for both the Business Development Professional as well as the prospect. If you are not a decision maker you will have a hard time bringing up and discussing money. [...]

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Do You See “No” As the End or the Beginning?

One of the defining characteristics between amateurs and Business Development Professionals is their early pursuit of “no.” Business Development professionals have moved beyond fearing rejection [...]

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If You Don’t Already Know By Bid Day Who Won the Bid … It Probably Isn’t You

When responding to bids or RFPs there is a key point to understand: you are automatically a part of someone else’s process. That may be either the prospect’s process or a competitor’s bid-shaping [...]

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The Key to Business Development Is Learning What Pains You Solve

Learning what pains you solve in Business Development begins with an understanding of how and why people buy. Unfortunately, most of us fail to understand what ultimately motivates the buyer’s [...]

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A Good Business Development System Forces You to Get Noes Early and Often.

Many traditional sales processes are push-oriented and focused on features and benefits. These processes attempt to convince prospects that they need products or services. This methodology is [...]

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Every Day You Do Business with Someone, You Are One Day Closer to Ending It.

This insight is often misunderstood and can be confusing if you don’t understand the principle behind it. We all assume that once we have worked hard and won the client’s trust, they are [...]

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Good Matters Get Better. Bad Matters Get Worse.

In Business Development, it’s easier to stay out of trouble than to get out of trouble. What you do to establish the rules of the relationship up front is critical for setting the tone for the [...]

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Your Meter Is Always Running. It’s Always a Business Relationship.

People in Business Development frequently have problems separating business from personal relationships. They think if they develop a personal relationship with a prospect or client, it will [...]

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Bad Business Is Worse Than No Business.

One lesson a Business Development Professional learns over time is the cost of bad business. Early in our careers, we are so anxious for business that we fail to establish relationship [...]

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If Your Head Doesn’t Get There First, Your Tail Never Will.

For any professional development or transformation of behavior to be effective, you have to change thinking. It’s thinking that drives behavior, which drives results. In order to be [...]

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Where Is Your Thinking Taking You?

It is becoming more evident that to be successful in the current business environment, you have to change the way you engage with your prospects. The Business Development processes and thinking [...]

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Stay Outside Your Conceptual Comfort Zone.

Use your homework prior to every call to stretch yourself conceptually and mechanically. Find out what you don’t know about your client’s business. How do they really make money? Who are [...]

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Thinking Comes Right Before Trouble.

We have all heard that any strength to an extreme is a weakness, although many of us fail to really understand this principle. Knowing our strengths and seeing them as potential limitations, will [...]

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The Thinking That Got You Here Is Not the Thinking That Will Get You Where You Need to Go!

Changing our thinking is not an easy task. After collecting some life experiences, if we are lucky, we are able to reflect on our past and identify what may be holding us back. Through this [...]

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Master Long-Term Thinking Like a Business Person versus Short-Term Thinking Like a Salesperson.

From many years of experience, we know that the top 3%—the true professionals in Business Development—have learned how to change their thinking. Not only have they learned how to think like a [...]

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Be Careful of Running into Your Own Thinking.

Too many people in the role of Business Development get caught up in the mechanics, the questions, the presentation and the processes. It’s certainly important to know what to do and how to do [...]

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How Good Are You at Successfully Failing?

The philosophy of risking, failing and learning is one of the most powerful concepts to embrace in furthering yourself personally and professionally. How many times have you decided to change [...]

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