Why the Postman Has No Call Reluctance.
“…neither snow, nor rain, nor heat, nor gloom of night, nor the winds of change, nor a nation challenged, will stay us from the swift completion of our appointed rounds. Ever.” [...]
Practice. Drill. Rehearse.
“It’s not necessarily the amount of time you spend at practice that counts; it’s what you put into the practice.” … Eric Lindros (professional ice hockey player) One [...]
We’re Not Happy Until They’re Not Happy
This brilliant insight was offered by one of our attendees during a recent training event and it really makes a strong point about the role of Business Development. People buy, organizations do [...]
You Will Work Harder on Your Goals than You Ever Will on Someone Else’s
“In absence of clearly defined goals, we become strangely loyal to performing daily acts of trivia.” – Author Unknown This is a great insight, but it makes one large assumption [...]
Pick the Role, Set the Goal and Pay the Toll.
To thrive in the “new normal” of Business Development, every component of your individual BD process must be both efficient and effective. What may have enabled you to win [...]
Questions or Statements?
Stop and take a moment to think about the kinds of questions you ask your Prospects. Is your tendency to ask long, overly focused questions or short, open-ended questions? As a Business [...]
C3 (Credibility, Confidence & Courage) = Success in Business Development
Credibility, Confidence and Courage are three interwoven factors that are essential to an individual’s success in Business Development. These key elements make us powerful, efficient and [...]
Know that you have value in the relationship
The distinguishing factor in many business development situations is you as an individual. Know yourself, your principals, your purpose, your values and your ethics. Have confidence in your [...]
Conceptually – Stay outside your comfort zone
In Business Development, it's never about you. It's all about the client and their needs, their concerns, their perspective of the problem, and ultimately, their decision about the solution. In [...]
Your Purpose Statement
Leadership in Business Development is about character. Being a leader, rising to the top 3% in your profession, is anchored on your principles, ethics and values. Your purpose... what you do for [...]
Always have a goal; activity is not accomplishment
Do your homework the first time and on every call. Focus it around the Four Cornerstones of Business Development. Pay special attention to people knowledge; what has changed about the individual [...]
