Insights

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

“…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.” [...]

“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 [...]

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 [...]

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 [...]

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 [...]

Credibility, Confidence and Courage are three interwoven factors that are essential to an individual’s success in Business Development. These key elements make us powerful, efficient and [...]

The distinguishing factor in many business development situations is you as an individual. Know yourself, your principals, your purpose, your values and your ethics. Have confidence in your [...]

In Business Development, it's never about you. It's all about the client and their needs, their concerns, their perspective of the problem, and ultimately, their decision about the solution. In [...]

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 [...]

Do your homework the first time and on every call. Focus it around the Four Cornerstones of Business Development. Pay special attention to people knowledge; what has changed about the individual [...]

This insight is one of the better understood principles relating to the difference between traditional sales and Business Development. Simply put, if your objective is to develop business with [...]

As professionals in Business Development we have to take responsibility for the nature of our relationship with our customer. Prevent issues from becoming negative issues by negotiating and [...]

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 [...]

Salespeople often rely too heavily on their company’s products, services and accompanying solutions. They believe just because they have something to offer, someone must need it. Since [...]

In Business Development, most of us think you have to establish a prospect’s need for your product or service. But there’s a significant hurdle that must be tackled first: the real [...]