Insight #1
"Always have a Goal....Activity is not Accomplishment"

Insight #2
"Conceptually- stay outside your comfort zone"

Insight #3
"Know that you have value in the Relationship"

Insight #4
"Know Your Value... Your Purpose Statement"

Insight #5
"C3 (Credibility, Confidence & Courage)= Success in Business Development"

Insight #6
"Just because you have it.... Doesn't mean they need it"

Insight #7
"No Problem....No Need....No Prospect"

Insight #8
"In Business Development, Stay Professionally Involved but Emotionally Detached"

Insight #9
"Your Prospect doesn't care about you, but they love to talk about themselves"

Insight #10
"The 3 P's: Principles, Purpose and Process"

Insight #11
"Don't get mad at people for doing what you never told them not to do"

Insight #12
"The burden of proof is on the prospect"

Insight #14
"Don't look too good nor talk too wise"

Insight #15
"Master long-term thinking like a business professional vs. short-term thinking like a Sales Person"

Insight #16
"The thinking that got you here today...is not the thinking that will get you where you need to go"

Insight #17
"When the pain of change is less than the pain you're in ...you will change"

Insight #18
"Why people don't buy: No pain, no match, no crisis, no trust"

Insight #19
"Your meter is always running. It's always a business relationship"

Insight #20
"Everybody wants to go to heaven...no one wants to die"

Insight #21
"If your head doesn't get there first, your tail never will"

Insight #22
"Only decision-makers can discuss money"

Insight #23
"How you do in your roles in life is not a reflection of you as an individual"

Insight #24
"Be professionally involved and emotionally detached"

Insight #25
"Any strength to an extreme becomes a weakness"

Insight #26
"You will never listen yourself out of business"

Insight #27
"Everyday you do business with someone, you are one day closer to ending it"

Insight #28 "
"There are no customer who don't buy, only prospects who don't qualify"

Insight #29
"The key to business development is learning what pains you solve"

Insight #30
"If you sense it or feel it, say it tactfully"

Insight #31
"The problem the prospect brings you is never the real problem"

Insight #32
"All motivation is ultimately self motivation"

Insight #33
"Bad business is worse than no business"

Insight #34
"No one will ever get mad at you for doing something they gave you permission to do"

Insight #35
"Wherever you are in life, you are there by choice"

Insight #36
"It's easier to find a diamond in the rough than it is to apply pressure to coal"

Insight #37
"Good Matters Get Better, Bad Matters Get Worse"

Insight #38
"Your Prospect Needs To Be Working As Hard To Buy As You Are To Sell"

Insight #39
"Sales is no Place to Evaluate your Self Worth"

Insight #40
"A Good Business Development System Forces You to Get No's Early and Often"

Insight #41
"People don't Fight Change.... They Fight Being Changed"

Insight #42
"Defend Your Limitations and Sure Enough they're Yours"

Insight #43
"Thinking Comes Right Before Trouble"

Insight #44
"Business Development is Hysterical Activity On the Way to the Grave; It is not Relevant Social Behavior"

Insight #45
"Work on the Right Side of the Problem"

Insight #46

The Problem a Prospect Brings You is Almost Never a Technical Problem

Insight #47

Goal Power: All Motivation is Self Motivation

Insight #48

How Good are You at Successfully Failing?

Insight #49

What is Business Development?

Insight #50

What is Your Business Development Culture?

Insight #51

Are You a Strategic Business Leader?

Insight #52

Change is Coming. Are You Ready?

Insight #53

"Digging the BD Ditch" Are You Turning It Around or Digging Deeper?