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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
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    • Who We Are
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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 »

What Pains You Solve

The Key to Business Development Is Learning What Pains You Solve

Insights

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 …

The Key to Business Development Is Learning What Pains You Solve Read More »

A Good Business Development System Forces You to Get Noes Early

A Good System Forces You to Get Noes Early and Often.

Insights

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.

Insights

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 »

MBDi - Good Matters Get Better. Bad Matters Get Worse.

Good Matters Get Better. Bad Matters Get Worse.

Insights

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 …

Good Matters Get Better. Bad Matters Get Worse. Read More »

Don't Think for the Prospect

Don’t Think for the Prospect … Ask.

Insights

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 …

Don’t Think for the Prospect … Ask. Read More »

MBDi - Your Meter is Always Running. It's Always a Business Relationship.

Your Meter Is Always Running. It’s Always a Business Relationship.

Insights

People in Business Development frequently have problems separating business from personal relationships. They think if they develop a personal relationship with a prospect or client, it will enhance their ability …

Your Meter Is Always Running. It’s Always a Business Relationship. Read More »

Business Development - Bad Business is Worse Than No Business

Bad Business Is Worse Than No Business.

Insights

One lesson a Business Development Professional learns over time is the cost of bad business. Early in our careers, we are so anxious for business that we fail to establish …

Bad Business Is Worse Than No Business. Read More »

MBDi Combines Forces for Next Generation of Business Development Strategy

MBDi Combines Forces for Next Generation of Business Development Strategy

Press Releases

Charlotte, N.C. (October 5, 2021) — Mastering Business Development, LLC, announced it has added executive member, Dr. Richard G. Higby, and managing members Carla Caputo-Searcy and Liza Cirlot Looser, CEO …

MBDi Combines Forces for Next Generation of Business Development Strategy Read More »

Get There First

If Your Head Doesn’t Get There First, Your Tail Never Will.

Insights

For any professional development or transformation of behavior to be effective, you have to change thinking. It’s thinking that drives behavior, which drives results. In order to be successful in …

If Your Head Doesn’t Get There First, Your Tail Never Will. Read More »

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