Reward, Motivation and Pain
By Richard Higby, PhD Do your business development (BD) professionals understand the pain interview? Do they repeatedly report back from ‘good meetings’ and have no real progress in their pursuit? …
By Richard Higby, PhD Do your business development (BD) professionals understand the pain interview? Do they repeatedly report back from ‘good meetings’ and have no real progress in their pursuit? …
By Richard Higby, PhD I’m a scientist and specifically, a chemist. By virtue of my having risen through the corporate ranks, I have honed my inherent analytical skills to become …
By Richard Higby, PhD Your call went well. You introduced yourself, launched into a presentation about your company – achievements, various products, and services, etc. – and your prospect was …
By Richard Higby, PhD All the forecast data indicated success in the fourth quarter. I had summed all the opportunities, applied the agreed probabilities, and calculated a number far more …
By Richard Higby, PhD I was sharing my own recent medical experience (broken leg) with a friend and telling him how my treatment was the antithesis of what is proffered …
Stopping the Disease of Misdiagnosis, Asking Questions Read More »
By Richard Higby, PhD Develop your external process before investing in technology to monitor it Out of frustration, I extolled my business developer to “JUST PICK UP THE PHONE AND …
By Richard Higby, PhD Your business development team are carrying with them all the default thought processes dictated by your professional culture, hierarchy, personality, data, and the haste derived from …
By Richard Higby, PhD Business Development professionals exist in a culture of empowerment – in charge of their personal goals and owning the path to achieving them. They have the …
FEBRUARY 24, 2022 – Washington Technology |
Many BD and sales professionals complain about having a great meeting with a prospect and then never getting calls or messages returned. Often it’s because of the wrong preparation for that first encounter.
By Richard Higby, PhD Every participant in an MBDi workshop is familiar with the trivia question, “Is zero a prime number?” After a polite pause and an expectant hesitation, the …
Remembering Prime Numbers in Mastering Business Development ® is Your Mantra to Success. Read More »