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, […]
We’re Not Happy Until They’re Not Happy Read More »
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 opportunities
Pick the Role, Set the Goal and Pay the Toll. Read More »
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 Development Professional, it is critical to understand the value of a good question as it is one of the primary ways to gather valuable intelligence. However, it is important to note that not all questions are created equal. Over the years we have found that short, simple questions often elicit a more valuable and complete response. As you deliver your question to the prospect, be sure you are not “leading the witness” by asking long winded questions or starting the question with a statement.
Questions or Statements? Read More »
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 effective in the role.
C3 (Credibility, Confidence & Courage) = Success in Business Development Read More »
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 process. Realize
Know that you have value in the relationship Read More »
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 come cases, the solution may not even involve you or your company!
Conceptually – Stay outside your comfort zone Read More »
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 other people… evolves out of these principles, ethics and values.
Your Purpose Statement Read More »
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 and their situation, and what additional individuals should you be contacting to secure this business.
Always have a goal; activity is not accomplishment Read More »
This insight is one of the better understood principles relating to the difference between traditional sales and Business Development. Simply put, if your objective is to develop business with your
You Will Never Listen Yourself Out of Business. Read More »
As professionals in Business Development we have to take responsibility for the nature of our relationship with our customer. Prevent issues from becoming negative issues by negotiating and agreeing on the rules of engagement at the beginning of the relationship. Create a win-win relationship and everybody succeeds.
Don’t Get Mad At People For Doing What You Never Told Them Not to Do. Read More »