Your #1 Love in an Organization Should Be…Procurement!

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.

Are Your Traditional Growth Metrics Holding You Back?

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.

Leadership Insights From A Legendary Coach

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.

Finding Your “Why”

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.

A Simple Framework To Align Marketing and Business Development

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.

Best Gets Better

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.

Dealing With Change

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.

The Seller-Expert

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.

Asking For the Advance

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”.

Loving BD

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.

The Importance of Quantity

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.

Tracking Leading Indicators

When working in business development, there can be significant lags in the time between engaging a prospect and selling them a product. Because of this, staying motivated and focused can be difficult. In this video, we discuss how you can stay motivated and focused by tracking the leading, rather than lagging, indicators.

The Options of Cost

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.

Learning From A Personal Failure

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.

Talking About Money

Many professionals can talk about the process, the people, the goals for a project, but they hesitate when it comes to talking to their clients about money. People shy away from it all the time! In this video we provide a new perspective on talking to people about money. We hope you find it valuable!

Give-To-Get Greater Demand

The Give-to-Get Model, executed in the right way, creates demand for your services or products. It can rapidly expand the number of opportunities you have with target clients. In this short video, Mo Bunnell shares the behavioral science behind why Give-to-Gets work so well.