How Long it Takes to Build Growth Momentum

How long does it take to build growth momentum? This is such a critical question, but we have to go about answering its different nuances. Where and how quickly does the momentum begin? When should you have it and what does it look like? In this video, I’m going to discuss the timing to reach that desired momentum from where it starts to where it needs to be to give you a timeline to track your own progress against.

Failing is Fantastic

Are you failing? This is a question targets important, and often forgotten or misunderstood aspect of business development. So many people fail to answer it for themselves or understand what the answer means. In this video, I’m going to share with you just how essential this question is and how failing is actually fantastic as a piece of your BD endeavors.

What to Do When You Don’t Get What You Want

Sometimes, things just don’t go as well as we plan. For whatever reason, a meeting didn’t go well, we mess up an engagement with a client, we tried something new and it failed. But that happens! And in this video, I want to talk about how important it is to remind yourself that there is always another chance.

The Three Ways to Live Your Life (And Your BD Life)

About a month or so ago, I went to a fantastic program led by Michael Hyatt that really impacted me. In it, he shared a model for how we live our lives, identifying three categories we can all fit into. In this video, I want to share this model with you, so that you can apply it not only to think about how you live your personal life, but to how you think about the way you live your professional BD life as well.

How to Make and Execute Business Development Plans

Business development is all about momentum and execution. But for some people, maintaining this effectively can be a huge challenge or obstacle that prevents them from getting far. In this video, I am going to share with you the key elements of planning, how to do them well, and how to execute on your plan.

A Personal Story About Giving…and How it Applies to BD

Today, I want to talk about giving. Giving is really such a special part of how someone going about business development, not only because it establishes a connection, but because you have done something that really impacts them. I’m going to share with you today a really personal story about I time I gave something to someone else, something that really impacted them, and tie it in to how you can use it yourself as you go about BD.

The Right Mindset for Business Development – Part 2

In the last video, we talked about the importance of short bursts of activity to keep you focused and excited for business development, rather than focusing on the long-term goals. In this video, I want to share with you how you can go about actually doing this, through some of my own personal examples, and examples some of our clients have used.

The Right Mindset for Business Development – Part 1

Have you ever thought what kind of mindset you should have as you go into business development? How do you keep yourself on task, focused on building the clients and relationships in front of you, while looking beyond to be ready for the next opportunity? In this two part mini-series, we’re going to discuss the best mindset to have as you engage in business development.

My Favorite Book of 2019 (So Far)

This week, we’re going to do something a little bit different than normal. I’m going to take a step back to share with you my favorite book for 2019 so far. You could say it is completely unrelated to business development, but it still has so many interesting implications about what we are doing and how we do it that I have to share it with you.

Practice to Be Successful at Business Development

One of the biggest objections I often see is all about the dangers of practicing. For a lot of people, there is a real fear of sounding robotic and rehearsed when you step into a meeting or an engagement. So in this video, I’m going to share the reasoning behind why practice is the most essential thing you can do to improve in business development.

Three Phrases I Use to Stay Focused

Focus. It’s one of those all important necessities for doing almost anything. But how do you keep it? In this video, I’m going to share with you three phrases you can use to not only maintain focus on what you are doing in the moment, but also to focus on what you will be doing in the future to achieve your goals.

The #1 Thing to Start a New Habit

Building good habits is a set of common buzzwords in this day and age. Whether it’s building better sleep habits, healthier eating habits, or better work habits, how we build and use habits is an important part of our daily lives. Which, of course, means it’s an important part of business development. So in this video, I’m going to share with you the most important thing in building new habits.

Great BD Leadership Part 4 – Control

In any business, it can be easy to center your goals on things that are somewhat in your control, but also by things that you can’t control. Things like growth goals or quotas can be met or missed, even if you were doing everything you could, simply because they weren’t in your control. In this video, I’m going to share with you some tips I’ve seen great BD leaders use to focus on only the things they CAN control, and avoiding what they can’t.

Great BD Leadership Part 3 – Engagement

It can be so easy to become hands-off when working on a project, becoming distant or delegating work to others as you begin to look to the next thing. In this video, continuing our series on what great BD leaders do, we’re going to look really hard at staying engaged with clients. And, if you stick around to the end of the video, I’ll share with you an inspirational story about how you can put this tip into action.

Great BD Leadership Part 2 – Simplicity

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.

Great BD Leadership Part 1 – Focus

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.

EXACTLY How Many Hours it Takes to Write a Book

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.

The Importance of Deep Work (And How to Do More of It)

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.

How to Interact with CEOs and Other VIPs

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.

How to Win a Meeting in the First 5 Minutes

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.

The Four Levels of Business Development Expertise

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.

How to Incorporate Business Development Expertise Into Your Career Plans

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.

The Simplest Thing I’ve Found to Deepen Relationships

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.

A Small Business Development Tip With a Big ROI

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.

How to Develop Business When You’re Really Busy

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.

How to Make a Request Over Email

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.

The Best Questions for Your BD

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.

Keeping Your BD in Shape

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.

Changing Expectations

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.

My Annual Review

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.

What is the Very First Step to Grow?

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.

No One is Good Under Pressure. Here’s How to Handle It

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.

The A-number-one, most funnest way to hold yourself accountable

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.

How I Read a Book, in Three Simple Steps

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.

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.