Along with your purpose in Business Development, your ability to stay emotionally detached in interactions with prospects and clients is a critical component to your success. Emotion impacts both ends …
In Business Development, Stay Professionally Involved But Emotionally Detached. Read More »
Many people in sales and Business Development believe the reason a prospect didn’t buy is that they lacked sufficient information, enough justification or adequate incentives convincing them to buy. This …
There Are No Customers Who Do Not Buy, but Simply Prospects Who Fail to Qualify. Read More »
In his poem “If”, Rudyard Kipling shares examples on how to relate to others and exhibit grace, class and humility. People are comfortable with and instinctively trust those individuals who …
Credibility, confidence and courage are three interwoven factors essential for Business Development success. These key elements make us powerful, efficient and effective in the role. Any one of these attributes …
The 3 Cs (Credibility, Confidence and Courage) = Success in Business Development Read More »
This insight has implications for both the Business Development Professional as well as the prospect. If you are not a decision maker you will have a hard time bringing up …
One of the defining characteristics between amateurs and Business Development Professionals is their early pursuit of “no.” Business Development professionals have moved beyond fearing rejection and understand that getting a …