4 Communication Styles: How to Win Over Practical Thinkers

Practical thinkers want details and all their questions drive around one thing: making a safe choice. Give them everything they need to make you the safe choice, whether that’s timelines, hours invested, or the list of things that can go wrong and what you will do when that happens. Be early on everything. Arrive to […]

4 Communication Styles: How to Win Over Relational Thinkers

For high Relational/Red thinkers, you’re going to hear a lot of questions around trust and connectivity. Relational decision-makers are looking for answers to three questions: Do I trust you personally? Do I trust your team is going to make my team better? Do I trust that you are going to deliver an amazing result for […]

4 Communication Styles: How to Win Over Experimental Thinkers

Experimental thinkers are looking for the big picture. You’re going to see clues around themes, outcomes, brand, and vision. They are looking for the right strategic fit. For the work that needs to be done, are you known for that thing? Once you find that you’re talking to an Experimental thinker, talk about a clear […]

Asking Great Questions That Work Hand In Hand With Your Business Growth Strategy

Asking great questions gets you a triple win. The first being it creates an enjoyable experience for the other side. When people share information only they know (self-disclosing information), the pleasure center of their brain lights up. The second win is that you also become more likable. As people answer great questions, talking more while […]

Adapting Your Communication Style To Win With Anyone & Everyone

Mo Bunnell breaks down the Herrmann Brain Dominance Instrument and reveals the key insights into how you can tailor your communication to win with anyone and everyone. Learn about the one thing that analytical thinkers care about more than anything, why the top priority of relational thinkers is safety, how to build and convey trust […]

Communication Style: How to Win Over Experimental Thinkers

Experimental thinkers are looking for the big picture. You’re going to see clues around themes, outcomes, brand, and vision. They are looking for the right strategic fit. For the work that needs to be done, are you known for that thing? Once you find that you’re talking to an Experimental thinker, talk about a clear […]

Communication Style: How to Win Over Practical Thinkers

Practical thinkers want details and all their questions drive around one thing: making a safe choice. Give them everything they need to make you the safe choice, whether that’s timelines, hours invested, or the list of things that can go wrong and what you will do when that happens. Be early on everything. Arrive to […]

Why Listening and Learning is Key for Closing Deals (Increase Sales)

There is a triple-win when asking good questions. A person’s pleasure center in the brain lights up when people offer self-disclosing information. You learn your prospect’s priorities in their words. This would be impossible if you didn’t begin by listening to them talk. Sharing self-disclosed information is highly correlated to likeability. Asking great questions gives […]

The Business Development Story That Changed Everything for Andrew Robertson

Mo asks Andrew Robertson: Tell me a business development story that you’re particularly proud of. Andrew tells the story of a client in London that BBDO had been working with for 20 years and how they lost most of that client’s work after delivering a terrible piece starring John Cleese. Instead of bailing on the […]

Going Back in Time, What John Tigh Would Say to His Younger Self

Mo asks John Tigh: If you could record a video for your younger self around business development, what would it say? John would start things off by telling his younger self to be quiet since he wasn’t always the best listener. Show Notes Mo asks John Tigh: If you could record a video for your […]