The Science and Art of Business Development - with Mo Bunnell and Brian Caffarelli

By Mo Bunnell

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 relationship with another human being.
  • Seeing salespeople that were successful and respected helped Brian navigate what it took to grow in a sales career. So much of success is simply about being in the environment and paying attention.
  • If you want to grow your skills, start with the fundamentals of communication and psychology. It’s also important to apply what you learn along the way instead of just taking it in.
  • Consider what you’ve done well and what you could have done better.
  • Translating his business development skills to a virtual environment is something that Brian is working on, as well as working on learning new things and being open to seeing things differently.
  • A recent study revealed the Learned Dogmatism effect and how people tend to become more closed-minded the more expert they become in a specific domain. One of the keys to Brian’s success is striving against that and always being willing to learn.



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