GrowBIG Playbook: Create High Points From Low Points: What Worked For Me
What’s On My Mind Our family felt a big blow last week. Setbacks stink. We get less than we expected. Or something will take longer. Or it won’t happen at all. Our expectations were set. And we didn’t get them. Setback. Mine happened last Friday. I couldn’t even write about it right away. My team […]
GrowBIG Playbook: How To Simplify Talking About What You Do
What’s On My Mind Small changes can make a big impact! I’ve noticed something recently. People really like our new one page map of our core training and coaching. We gave it a major overhaul about a year ago and made some smaller changes recently. Before we were trying to be too clever with naming […]
GrowBIG Playbook: 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 […]
GrowBIG Playbook: How To Focus On High Impact Activities
How To Think About Leadership Let’s talk about focus. One of my favorite Steve Jobs quotes: “People think focus means saying yes to the thing you’ve got to focus on. But that’s not what it means at all. It means saying no to the hundred other good ideas that there are. You have to pick […]
Mark Harris on Helping and Teaching – Time To Get Great At Business Development with Mo Bunnell
Show Notes Mo asks Mark Harris: Tell me a story of when you realized that you needed to focus on business development. Mark takes us back to the summer of 1994 when he took on a job selling books door-to-door, a path that some of the most successful rainmakers have followed. It started off as […]
The Science and Art of Business Development – with Mo Bunnell and Brian Caffarelli
Show Notes Mo asks Brian Caffarelli: When was the moment that you realized that business development was something you wanted to focus on? Brian’s first job out of college was in selling automobiles as a wholesaler to dealerships. Everything began for Brian with his first sale, and how that came about because of developing a […]
Andrew Cogar and Mo Bunnell on Why Business Development is Important
Show Notes Mo asks Andrew Cogar: When did you realize that business development was really important? It really clicked when Andrew started thinking about business development not as a means of getting business but as a means for the firm to get the business they need to forge their own path. After one particular project […]
Solving Problems in Business Development with Jane Allen and Mo Bunnell
Show Notes Mo asks Jane Allen: Tell me of the moment where you realized you wanted to focus on business development. Jane originally went to law school because she had read Death of a Salesman in college, and she didn’t want to end up like Willy Loman. It turned out that to be a successful […]
Favorite Business Development Strategy with John Tigh and Mo Bunnell
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 the Gravitas Model is a strategy that he uses every single day. It’s the perfect framework for taking any conversation […]
What Business Development REALLY Means, According to James Barclay and Mo Bunnell
Show Notes Mo asks James Barclay: Tell me your personal definition of business development. Growth is all about your leading indicators. Your behaviors, values, and what you do every day are what will put you in a position to win. Focusing on the end of the pipeline will make you look desperate. With the right […]
Favorite Business Development Strategy with James Barclay and Mo Bunnell
Show Notes Mo asks James Barclay: What is your favorite science, step, or story from the GrowBIG Training or the Snowball System? For James, the number one strategy is the Protemoi List. These are the people in your circle that are your partners, prospects, and the key people that could be your raving fans. Having […]
Key Business Development Tips with Mo Bunnell and James Barclay
Show Notes Mo asks James Barclay: If you could record a video around business development and send it back to your younger self, what would it say? James is naturally impatient, so he would tell his younger self to cultivate patience. You can’t sell stuff by shouting at people that they should buy from you. […]