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Be Careful of Putting Prospects On A Pedestal

Regardless of our backgrounds and upbringings, we are all taught to treat others with respect, and in some cases deference. Professionally, we often find ourselves in a structural hierarchy with [...]

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Is Business Development Your Halfway House?

The role of Business Development is not for the faint of heart. When starting out in a BD role most of us were never provided with a “how-to” manual for success. This is probably due [...]

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If It’s Not A Must-Win for You … It Probably Is For Someone Else.

There’s an old saying, “Be careful what you wish for… you may get it.” Similarly, be careful what you go after in your pursuit of business. In Business Development, every [...]

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Learn To Become A Human Engineer

When we evaluate Business Development Professionals using the 12 Core Competencies of Business Development, we discover many individuals serving in a BD role lack a fundamental understanding of [...]

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Beware of the Company You Keep

When I’m With Myself … I’m In Bad Company “The key is to keep company only with people who uplift you, whose presence calls forth your best.” – Epictetus [...]

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Never Be the Smartest Person in the Room

One of the issues Business Development Professionals struggle with is when to show intelligence or technical knowledge. Unfortunately, some people aren’t very astute at knowing when this is [...]

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A Time Of Turmoil Is A Great Time For A Person With A Goal And A Plan

If the uncertainty of the current environment has you sitting on your hands … you may want to re-evaluate your personal and professional goals and plans. Uncertainty causes frustration and [...]

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Do You Have an Opportunity Pipeline or an Opportunity Pipe Dream?

This quote was provided by a recent participant at one of our workshops. The wisdom of this quote is that it raises an important question… what is a real opportunity? As we teach in our [...]

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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 [...]