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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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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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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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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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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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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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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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