One of the most surprising abilities that great BD leaders have is the ability to take the most complex parts of their high-end, professional services offerings, and simplify them to communicate their value the best to their clients. In this second video discussing the things that great BD leaders do, I’m going to share with you how you can implement this yourself, and share a metric I use to help myself keep on top of this.

Have you ever wondered what great leaders do when it comes to business development? Starting this week, I’m going to be sharing their secrets in driving BD in a four part series to help you become a great BD leader. For this episode, I’m going to be talking about the importance of maintaining focus throughout the process, so you can understand how you’re doing, where you’re going, and what are the most important opportunities to pursue.

Last week, we talked about the importance of doing deep work and the ways that you can go about doing more of it. As a followup to that, I wanted to share with you the amount of time that I spent involved in some deep work of my own, writing and publishing my book, as some inspiration about the amount of time to invest in doing the things that are the most important.

Deep work describes the essential, incredibly important tasks and objectives that we set ourselves so that we can be our most productive and achieve our goals. But, they can also be difficult to set aside the time and energy that they deserve. In this video, I am going to share with you my four tips to help focus and get the deep work done, helping you to accomplish the most meaningful tasks when you need them.

As you work through your business development efforts, you are eventually going to come face to face with the C-Suite executives and VIPs. This can be a really daunting process, particularly as you are trying to put your company out there to grow. In this video, however, I’m going to share with you some tips to not only deal with that pressure, but to really ace each and every one of these interactions.

Meetings with clients are essential. A client or prospect meeting can make or break your opportunities of working with them, so it’s so key that your first impressions start you off strong. That’s why, in this video, I’m going to share with you my tips on how to win a client meeting in those first five minutes.

In our last video, we discussed the importance not only of developing your personal craft and expertise that you sell to your clients, but taking the time to develop your business development skills into a secondary craft and mastery. In this video, I’m going to share with you a four step process that will help you go about growing and developing your business development expertise that I have never shared before.

A lot of the traditional career path for most people involved developing their expertise in their specific craft, maximizing the knowledge and time that they put into it, and leaving their business development skills a little behind. Nowadays, however, the mastery not only of your specific craft is important, but a mastery over the craft of BD is important too. In this video, I’ll share with you how you should go about positioning yourself to maximize your abilities to improve in both areas.

Relationships are everything in business. Relationships with clients, suppliers, even your coworkers define everything in your day-to-day business world. Because of that, building and deepening relationships quickly is an important skill that has to be learned. In this video, I am going to share with you a simple tip to quickly develop and deepen relationships, as well as how to keep it top of mind.

BD can be a time-consuming process. And sometimes, you can put in a lot more effort than you’ll actually get out of what you are doing. Because of that, I often get asked about the biggest tip that I can give that will produce the biggest return on investment. And in this video, I am going to share that tip with you, and how you can use it to make a big impact for your business.

We get busy. It happens all the time. We start working a massive number of hours each week, trying to juggle everything to keep moving forward and finally reach the finish line. And in the middle of all of that, we need to be doing business development. It sounds like a major dilemma, but it doesn’t have to be. In this video, I share the secrets to help you keep BD moving forward, even at your busiest.

Email is one of the most important methods of communication available to us today. And making requests is one of the most difficult things to do over an email. But today, I am going to share with you the things that you should avoid and the things that you should do, so that this essential tool of BD is available for you to use easily, effectively, and confidently.

Going at business development alone can be a daunting task. Not only does it take a lot of time, but sometimes, it’s hard to know if you are doing it the best that you possibly can. So in this video, I’ll be sharing with all of you a specific resource that can help you ask the right questions to help your BD, as well as the number one secret I have seen being used by successful people in BD.

Whenever I speak about business development, I have often thought about the best metaphor to help BD beginners understand what this whole BD thing is about. I finally settled on one that I think is best, with great, real-world comparisons that a lot of people easily understand. And today, in this video, I’m going to share this number one metaphor I have found with you, and the measurements I use to track both the metaphorical and the real version of BD.

Business development can be a difficult endeavor. Often, a lot of things don’t work out the way that we expect them to. But dealing with those differing expectations, and changing your own, is an essential part of being happier with the work that you’re doing. In this video, I’ll share with you the key things that you should consider when changing your expectations around business development.

In this video, I’m doing something that I have never done before. I am going to be sharing with you the yearly review that I do for myself, and typically share only with my close friends and family. I’ll be sharing my thoughts on 2018, as well as how I go about measuring myself. I hope you enjoy.

In this 30-minute Video Case Study, Mo Bunnell interviews Bonneau Ansley, who used The Snowball System to become one of the top 10 real estate agents in the country out of over 1,300,000 registered agents of the National Association of Realtors. Bonneau details what he’s done to be so successful, so fast.

There’s one thing, just one, that I see nearly everyone leave out of initial meetings: humor. Interestingly enough, research shows it strongly correlates to success. This video describes it and how to add it back in.

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Many of my clients tell me they want to improve their brand but they’re scared to leave what they’re known for now behind. In this video, I’ll show you how to rethink the problem and how to move forward.

Cold calling is one of the most difficult business development techniques to learn and to implement well. You only have a brief moment to engage your audience and convince them that you are worth their time. In this video, I am going to share the method that a college student used to make his cold calling much more effective.

Imagine someone getting more leads than they can handle. When you do that, everything else gets a whole lot easier. Here’s how to get started in generating more quality leads. Hint: it’s worth a lot more than a set of steak knives.

Most people running a business or a portion of one set annual goals for improvement–expenses, efficiency and the like. Few people use the same rigor around how they are finding business. This video describes how to analyze how you’re currently bringing in business. Knowing that is the first step to improvement.

There are 3 major plateaus to the craft of business development. Here, I’ll describe each one, the most common objection I hear about personal growth, and how you can overcome it to reach greater success.

I love math, and here is an interesting way of looking at the math of winning–and what you can do to start winning more.

We all have successes and failures. In this video, I’ll talk about how I experienced both playing in the Ultimate Frisbee World Championships in Sardinia, Italy. Most importantly, I’ll share what it taught me about improving myself going forward.

CRM system technology is everywhere in today’s business world. Because of that, one of the most frequent questions I get is about how to integrate. So, in this video, I am going to share how utilizing your CRM, along with formulating good habits and better client interactions, can lead to better business development.

Rounding a price is incredibly common. Most companies do it all the time as they price they price products and services. They will even spend hours debating which way it should round. But doing this actually harms relationships with clients. In this video, I will share with you the research and the solution to the biggest mistake anyone can make when pricing.

More than anything else, there are two habits that we have seen implemented by various leaders which lead to the greatest success. In this video, I’ll share with you these two, simple steps you can take to find success in what you do.

A lot of people love to read. Personally, I love to read articles and books designed to help me improve myself and my business practices. Over the years, a lot of people have shared with me that they don’t take as much away from articles and books they’ve read, or they find themselves not applying their new knowledge in a meaningful way or a way that brings about real change. In this video, I’ll share three simple steps you can use to turn your reading into meaningful change in your life.

A lot of people love to read. Personally, I love to read articles and books designed to help me improve myself and my business practices. Over the years, a lot of people have shared with me that they don’t take as much away from articles and books they’ve read, or they find themselves not applying their new knowledge in a meaningful way or a way that brings about real change. In this video, I’ll share three simple steps you can use to turn your reading into meaningful change in your life.

A lot of people love to read. Personally, I love to read articles and books designed to help me improve myself and my business practices. Over the years, a lot of people have shared with me that they don’t take as much away from articles and books they’ve read, or they find themselves not applying their new knowledge in a meaningful way or a way that brings about real change. In this video, I’ll share three simple steps you can use to turn your reading into meaningful change in your life.

You know how it feels when your favorite sports team goes on a run? When they can’t be stopped? Here’s the science behind psychological momentum (spoiler alert: it’s real) and what you can do to build your own.

I am always inspired by our training participants – but sometimes, someone really stands out. Here is what I learned from one person that I will never forget.

“How do I become a trusted adviser with my clients?” This is a common question that I get when interacting with our clients. And the response is surprisingly simple. This week, I share with you this simple way to becoming a trusted adviser.

Lead generation is one of our most popular training modules. Of the 15 ways we have decoded to generate leads, here is one of my personal favorites, along with a simple, three-step implementation process.

Everyone worries about dealing with procurement. They’ll negotiate harder! They’ll ask for more for the same price! They’ll make us a commodity! These are self-limiting beliefs. The procurement function provides value, serves the same clients we do, and is growing in influence. Here is how to embrace working with the buying experts in procurement in a way everyone wins.

Here’s a powerful – and unique – way of increasing likability. We know from research that people buy more often from those they like. So, how do you become more likable? This video provides a simple concept you can implement immediately.

There’s one thing client-facing people do that shoots themselves in the foot more than any other. This video explains the mistake, and the simple solution to fix it.

Are the ways you measure sales performance actually encouraging bad behavior in your reps? Enjoy this Quotable podcast with Mo Bunnell, CEO and Founder of the Bunnell Idea Group, as he explains how the right focus, metrics, process, and team mentality can ensure sales success. Breakout success, according to Mo, happens when you first look at everything that reps have 100% control over, then select the metrics that actually move deals along. Measure those, build a process to raise them up, and you’ll come out on top.

Every once in a while a book comes along that fills a gap, that changes your mindset. Dan Pink’s newest book When did that for me. Here are three insights I learned that we can all apply to our business development efforts.

Have you ever felt that you needed to learn a new skill to take things to the next level? In this video, Mo and his very special guest, discuss the secret behind pushing yourself beyond your plateaus.

This week, we have a special treat. In this video, Mo interviews cross country coach Amy Eubanks, who has won 21 of the last 26 Georgia State Championships, placing her #2 for all women’s cross country programs in the nation. Amy shares her secrets for recruiting talent, measuring results, planning for success and creating a winning team culture.

Why do you do what you do? What drives you each day to get out of bed and give it your best at your work? In this video, we discuss why understanding why we do what we do can be one of the most important motivators in our work life, pushing us to do both our best and the little things to achieve our goals.

Cross-functional teams can, at the best of times, be difficult. To successfully perform, these teams require cooperation between two groups who typically operate in their own ways and by their own rules, leading to frustration and delays when they don’t. But in this video, we share some tips on how to make working in cross-functional teams not only successful, but enjoyable as well.

It can be human nature to settle into a routine and close our minds when we think we know something. But this can limit ourselves, preventing us from improving our skills and challenging what we can become. In this video, we share an important story about pushing beyond our own expertise, in hopes of becoming better.

Change is a fact of life. We see change everywhere, from your daily life at home to your work and job. Dealing with change, however, can often be difficult. We can freeze up and be unsure of what to do next. So in this video, we share some helpful tips on how to keep you from freezing up and keep you moving forward.

Once, being an expert in your field didn’t require any business development or “selling” experience and vice versa. Now, however, it is essential for the survival and growth of business. In this video, we discuss what it means to balance being an expert in your craft and good at business development to become a seller-expert.

Measuring is an important part of tracking progress and successes. How you do it is something that varies from person to person and from business to business. in this video, however, we share one measure that we have found to be successful and meaningful in helping business development, one that is totally in your control. We call it “Asking for the advance”.

Likability is an important part of building relationships. In this video, we share the behavioral science and tips behind being as likable as Mr. Louie Hamilton.

Business development can be a discouraging practice. Lots of effort can be wasted when a prospect is no longer interested in your business. Even worse, the process can make many people feel like they are a sleazy car salesman. But there are ways to change this outlook. In this video, we discuss how you can come to love what you do, to love business development, so that you can give your best effort, not be discouraged, and feel great about it.

Quality is an important part of our interactions with others. Focusing on this, however, can potentially lead to a loss in the quantity of those interactions, which can be equally important. In this episode, we discuss the science behind this, and discuss a simple way that you can increase the quantity of interactions.

Discussing the cost of your services with a client or prospect can be another one of those sensitive areas where people can be really afraid. In this video I’ve shared one technique that can be helpful for several scenarios, and will help you help your client succeed.

Mistakes are something that everyone will have to wrestle with eventually. The most important thing, however, is not the mistake itself, but how we overcome and learn from it, making them the measure for our growth. In this video, Mo discusses a personal failure for himself, and shares how he, and you, can learn from them.

Business development is something that can never seem to reinforce the hard work and effort that has gone into it. This can be discouraging for most people, but, in this video, we discuss how you can change this.

There is tremendous power behind the stories we tell each other. In this video, we discuss the science powering storytelling, in addition to several tips that you can improve your own storytelling.