Your BD Plan Isn’t Intelligent
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 …
Who Didn’t Leave in The Great Resignation
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 …
Do I Have What It Takes To Ghost?
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.
Remembering Prime Numbers in Mastering Business Development ® is Your Mantra to Success.
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 »
If You Don’t Already Know By Bid Day Who Won the Bid … It Probably Isn’t You
When responding to bids or RFPs there is a key point to understand: you are automatically a part of someone else’s process. That may be either the prospect’s process or …
If You Don’t Already Know By Bid Day Who Won the Bid … It Probably Isn’t You Read More »
The Key to Business Development Is Learning What Pains You Solve
Learning what pains you solve in Business Development begins with an understanding of how and why people buy. Unfortunately, most of us fail to understand what ultimately motivates the buyer’s …
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A Good System Forces You to Get Noes Early and Often.
Many traditional sales processes are push-oriented and focused on features and benefits. These processes attempt to convince prospects that they need products or services. This methodology is based on the …
A Good System Forces You to Get Noes Early and Often. Read More »
Every Day You Do Business with Someone, You Are One Day Closer to Ending It.
This insight is often misunderstood and can be confusing if you don’t understand the principle behind it. We all assume that once we have worked hard and won the client’s …
Every Day You Do Business with Someone, You Are One Day Closer to Ending It. Read More »
Good Matters Get Better. Bad Matters Get Worse.
In Business Development, it’s easier to stay out of trouble than to get out of trouble. What you do to establish the rules of the relationship up front is critical …
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 …