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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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Defend Your Limitations and, Sure Enough, They’re Yours.

We frequently encounter individuals who, when challenged with why they continually do things a certain way, will defend their position and the thinking driving their behavior—even when they know [...]

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People Don’t Fight Change … They Fight Being Changed.

Most people would say they advocate change and would agree that a certain variety in life adds excitement and makes things more interesting. Be it the change of the seasons or the change in [...]

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When the Pain of Change Is Less Than the Pain You’re in … You Will Change.

This insight is based on Herzberg’s Motivation Hygiene Concept, which says that people are more motivated to avoid a negative pain than necessarily to pursue a positive. At some time, all [...]

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Everybody Wants to Go to Heaven … Nobody Wants to Die.

If you really want to be successful in any role in life, especially the role of Business Development, you have to be prepared to pay full price one time. This is true about any role in your life. [...]

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Sales Is No Place to Evaluate Your Self-Worth.

Fear of rejection is one of the biggest inhibitors for people in sales and Business Development roles. This is because these individuals equate their Business Development role performance with [...]

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How You Do in Your Roles in Life Is Not a Reflection of You As an Individual.

Business Development is a role; it is not a value judgment of you as an individual. One of the challenging psychological principles that individuals in Business Development have to accept is the [...]

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Who You Call On Is a Reflection of How You See Yourself.

In #BusinessDevelopment you must understand how your thinking impacts your role behavior. In your life roles you receive treatment that is consistent with your level of thinking. One of the keys [...]

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Know Your Value: 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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Shapers, Fakers and Order-Takers

In #BusinessDevelopment, make sure you know how to separate the Shapers, Fakers and Order-Takers.   Few positions have the success of an organization weighing on them like Business [...]

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It’s Easier to Find a Diamond in the Rough Than It Is to Apply Pressure to Coal.

#BusinessDevelopment pros have 2 challenges; #behavior and #thinking of traditional #sales people From our experience working with Business Development Professionals, two challenges consistently [...]

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Fishing versus Catching, Hunting versus Bagging

Early American pioneers quickly learned that if you didn’t hunt and fish, you wouldn’t eat. The same is true for Business Development Professionals. Individuals may see themselves as pioneers in [...]

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Are You a Strategic Business Leader?

Many individuals who claim the Strategic Business Leader title bring working, personal relationships with the senior management of prospect organizations to their firms. There are a lot of [...]

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Any Strength to an Extreme Becomes a Weakness.

One of the components of successful Goal Setting and Planning is to help identify your personal strengths and weaknesses. We use this exercise to identify weaknesses and put together action plans [...]

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Goal Power: All Motivation Is Ultimately Self-Motivation.

It has been mentioned before that all motivation is self-motivation. But, this time we’ll focus on the power that goals have as a motivation catalyst. More than most fields, Business [...]

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Goals Must Come from Our Core.

Much has been written about motivation, and experts agree that effective motivation is ultimately self-motivation. We are motivated to either avoid a pain or pursue a pleasure. Motivation can [...]

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Don’t Put Your Future in Someone Else’s Hands.

Future revenue growth requires planning, process and hard work. In order to be successful, you need to take control of your destiny. Many companies that rely heavily on outside influence for [...]

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You Must Pick the Role, Set the Goal and Be Willing to Pay the Toll.

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

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Always Have a Goal; Activity Is Not Accomplishment.

Do your homework the first time and on every call. Focus your research around the 4 Cornerstones of Business Development: Technical, Business, Money and People Knowledge. Pay special attention to [...]

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