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 […]
Stay Outside Your Conceptual Comfort Zone. Read More »
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
Thinking Comes Right Before Trouble. Read More »
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
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
Be Careful of Running into Your Own Thinking. Read More »
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
How Good Are You at Successfully Failing? Read More »
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 »
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 »
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 »
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 »
Fear of rejection is one of the biggest inhibitors for people in sales and Business Development roles. This is because these individuals equate their Business Development role performance with their
Sales Is No Place to Evaluate Your Self-Worth. Read More »