Stay Outside Your Conceptual Comfort Zone.
Use your homework prior to every call to stretch yourself conceptually and mechanically. Find out what you don’t know about your client’s business. How do they really make money? Who …
Thinking Comes Right Before Trouble.
We have all heard that any strength to an extreme is a weakness, although many of us fail to really understand this principle. Knowing our strengths and seeing them as …
The Thinking That Got You Here Is Not the Thinking That Will Get You Where You Need to Go!
Changing our thinking is not an easy task. After collecting some life experiences, if we are lucky, we are able to reflect on our past and identify what may be …
Master Long-Term Thinking Like a Business Person versus Short-Term Thinking Like a Salesperson.
From many years of experience, we know that the top 3%—the true professionals in Business Development—have learned how to change their thinking. Not only have they learned how to think …
Be Careful of Running into Your Own Thinking.
Too many people in the role of Business Development get caught up in the mechanics, the questions, the presentation and the processes. It’s certainly important to know what to do …
How Good Are You at Successfully Failing?
The philosophy of risking, failing and learning is one of the most powerful concepts to embrace in furthering yourself personally and professionally. How many times have you decided to change …
Defend Your Limitations and, Sure Enough, They’re Yours.
We frequently encounter individuals who, when challenged with why they continually do things a certain way, will defend their position and the thinking driving their behavior—even when they know the …
Defend Your Limitations and, Sure Enough, They’re Yours. Read More »
People Don’t Fight Change … They Fight Being Changed.
Most people would say they advocate change and would agree that a certain variety in life adds excitement and makes things more interesting. Be it the change of the seasons …
People Don’t Fight Change … They Fight Being Changed. Read More »
When the Pain of Change Is Less Than the Pain You’re in … You Will Change.
This insight is based on Herzberg’s Motivation Hygiene Concept, which says that people are more motivated to avoid a negative pain than necessarily to pursue a positive. At some time, …
When the Pain of Change Is Less Than the Pain You’re in … You Will Change. Read More »
Everybody Wants to Go to Heaven … Nobody Wants to Die.
If you really want to be successful in any role in life, especially the role of Business Development, you have to be prepared to pay full price one time. This …
Everybody Wants to Go to Heaven … Nobody Wants to Die. Read More »