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Mastering Business Development, Inc.
  • Training
    • Public Online Training
    • Public On-Site Training
    • Corporate/Team Training
    • Upcoming Workshops
  • Consulting
    • BD Sales Assessments
    • BD Consulting
    • Strategy & Planning
  • About
    • Who We Are
    • What We Do
    • Industries We Serve
  • Insights
  • Questions
MBDi - Success Notes

The Spirit Ponders and The Heart Concludes

Success Notes

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 …

The Spirit Ponders and The Heart Concludes Read More »

MBDi - Success Notes

Purposeless Failure

Success Notes

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 …

Purposeless Failure Read More »

MBDi - Success Notes

Bad BD Data Ends Careers

Success Notes

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 …

Bad BD Data Ends Careers Read More »

MBDi - Success Notes

Stopping the Disease of Misdiagnosis, Asking Questions

Success Notes

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 »

MBDi - Success Notes

Your CRM is Not the Answer

Success Notes

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 …

Your CRM is Not the Answer Read More »

MBDi - Success Notes

Your BD Plan Isn’t Intelligent

Success Notes

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 …

Your BD Plan Isn’t Intelligent Read More »

MBDi - Success Notes

Who Didn’t Leave in The Great Resignation

Success Notes

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 …

Who Didn’t Leave in The Great Resignation Read More »

MBDi Do I have what it takes to ghost - Washington Technology

Do I Have What It Takes To Ghost?

Columns and Articles, Success Notes

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.

MBDi - Success Notes

Remembering Prime Numbers in Mastering Business Development ® is Your Mantra to Success.

Success Notes

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

If You Don’t Already Know By Bid Day Who Won the Bid … It Probably Isn’t You

Insights

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 »

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