Speeding Up Opportunities (3 of 3)
What’s On My Mind The final in a 3 part series on speed! The first in our series was Make It Simple. The second, Make The Ask. So at this point you know how to… Design a simple next step for the client. Make the ask with confidence so that it shows clear value to them. (If you […]
Speeding Up Opportunities (2 of 3)
What’s On My Mind The 2nd in a 3 part series on speed! Last week we talked about Make It Simple. (Check it out HERE if you missed it.) Our second lesson… Make The Ask. Last week was about design. Figuring out what the next step is. This week is about actually asking for it. Most professionals know their solutions well. They […]
Speeding Up Opportunities (1 of 3)
What’s On My Mind Time for speed! There’s one thing that all professionals hate. The buying process goes too slow. You know the questions your boss asks–when are we going to get started? When will this close? Pick a date. No matter what, it always seems like it takes twice as long. How do you […]
Getting To Yes (3 of 3)
What’s On My Mind This is the final email in a three-part series on getting to the yes. OK, let’s say a client is interested in hiring you, and you’ve gotten over the first hurdle of them asking themselves… Do I want to focus on this work? (If you want to learn more about this, […]
Getting To Yes (2 of 3)
What’s On My Mind The second in a three-part series on getting to yes. OK, let’s say a client is interested in hiring you and you’ve gotten over the first hurdle of them asking themselves… Do I want to do focus on this work? (See last week’s article for more on solving this issue.) […]
Getting To Yes (1 of 3)
What’s On My Mind This the first in a three-part series on getting to yes. Let’s say a client is at least mildly interested in hiring you. This is the first of three hurdles you need to overcome. I guarantee this is what they’re thinking… Do I want to focus on this work? They […]
What To Do When You’re Stuck
What’s On My Mind Listicle alert! We all get stuck. Maybe it’s a bad night’s sleep. Things don’t seem to be going well. Or you got fired, your dog is sick, and your truck broke down. Sorry, that sounded like a country music song. Seriously though, stuff happens. To all of us. We can get in […]
What To Do When You’re Really Busy
What’s On My Mind Super practical this week! (This article ties nicely with the piece I wrote a few weeks ago called Should You Be Busy Or Available? Check it out HERE.) It’s too easy to say you can’t invest in relationships when you’re busy. Here’s what I’m hearing in the market right now: I’ve been slammed with […]
Fantastic Phrases: Practical Words That Work
What’s On My Mind Fast and practical this week! One thing people love in our GrowBIG Training is exactly how to phrase something. This is important: the same offer phrased two different ways can get drastically different results. Let’s get right to it. Here are some of my favorite phrases! First up: a “family” of phrases… Would it be helpful if…? […]
Should You Be Busy Or Available?
What’s On My Mind Just got this question this week, and it’s a good one. Wow, what a busy week. We’re sure in high demand. We had dozens of sessions going on, and I personally had three days of training from around 8 am till midnight my time. Europe in the morning, Americas in the […]
Learn From One Of The Top Business Developers In The World
What’s On My Mind Fun stuff this week! I’m having a ball with Season 3 of Real Relationships Real Revenue. I’m interviewing my favorite rainmakers we’ve ever worked with, out of over 20,000! The best of the best. And this week’s episodes were so fun. My guest was Bill Ruprecht, former global CEO of the art auction […]
How To Grow In Omicron
What’s On My Mind Whew! Omicron hit fast. Maybe it was the spike in cases and news coverage. Maybe it was the impact on travel. Maybe it was everyone’s “I know lots of people who have it” stories. But one thing is for sure with business development… This wave impacted people’s mindsets. There will still […]