The Business Development Story That Changed Everything for Linda Klein

Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was […]

Sandy Lutton Shares He Favorite Business Development Strategy With Mo Bunnell

Mo asks Sandy Lutton: Tell us your favorite science, step, or story from the GrowBIG Training or Snowball System. Sandy’s favorite science is the Herrmann Brain Dominance Model because it opened her eyes to understanding how her pitch was communicated to other people. The Protemoi List is another strategy that stands out. Knowing who the […]

Using the Science of Commitment to Increase Your Chances of Success

If nothing else, the Give to Get technique deepens relationships which is always a winning strategy. In this episode of Real Relationships Real Revenue, I want to dive into the science of commitment. Of the six levers we covered in the previous episode on Give to Gets, this one is the most important. Topics We […]

The Six Levers of Influence

This episode of Real Relationships Real Revenue is an important one. It’s all about the six key things you need to audit when it comes to your Give to Gets that will tell you if they will succeed or fail. You’re probably already doing the first few, but it’s the latter ones that are often […]

How to Determine the Size of Your “Give to Get”

In the last episode, I talked about the concept of Give to Gets. In this episode of Real Relationships Real Revenue, I’m sharing why you want to scale your Give to Gets up or down relative to the size of the commercial opportunity. Based on the size of the project you may be selling, you […]

Give To Get: The Trick To Increasing Your Conversions

This week, we are talking about creating demand with your expertise and the way you can add value professionally. In this episode of Real Relationships Real Revenue, I’m diving into the idea of giving first. You have to give to get. Instead of talking about what you do to your clients or prospects, you just do what you do. […]

The Five Ways To Know If Your Client Is Really Interested

What’s On My Mind Or, How To Avoid Give To Gives! You know our mantra…Give To Get!​ ​Give first. ​Teach everything you can in the time you have. ​Then suggest a next step, a Cliffhanger. ​ ​This does so much! It differentiates you from everyone else. Most people wait to Get To Give. ​ It […]

Monty Hamilton on Solving Problems – Time To Get Great At Business Development

Mo asks Monty Hamilton: Take us back to the moment when you realized that growth was great and it was something you wanted to focus on. Monty landed a job at Arthur Anderson Consulting out of business school, where he got his start learning how to program in COBOL. Business process reengineering and strategy became […]

The Business Development Story that Changed Everything for Monty Hamilton

Mo asks Monty Hamilton: Tell us a business development story that you are really proud of. Monty’s proudest moment occurred three years ago, when they sold a stake in Rural Sourcing to Bain Capital. It took building the right relationships and getting people to believe in the mission, vision, and story of the organization. Monty […]

John Tigh’s Favorite Business Development Strategy

Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? Show Notes Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? John has been involved in the Snowball System for a long time and […]

What Business Development REALLY Means, According to Andrew Cogar

Mo asks Andrew Cogar: What is your personal definition of business development? Andrew’s definition has evolved to simply mean fulfilling relationships on a personal and professional level and not making it any more transactional than that. Show Notes Mo asks Andrew Cogar: What is your personal definition of business development? Andrew’s definition has evolved to […]