Real Relationships Real Revenue - Audio Edition | Invest in Relationships to Build Your Business and Your Career

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. The other thing he would say is that everything is about growth. Everything is sales related, and it all has to be articulated to get any kind of traction. Listen first, and...

Mo asks John Tigh: Tell me of a business development that you are particularly proud of. During John's time working as a consultant while working for a top-10 pharmaceutical company. He had a chance to meet another top-10 pharmaceutical company and help them implement a new technology. John had a productive initial meeting but hadn't really heard from them for two years. Eventually, John was conta...

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 where you want to go. It has an incredible level of flexibility and imparts a character to your c...

Mo asks John Tigh: What is your personal definition of business development? For John, business development begins and ends with acts of service. It's all about following up and finding ways to help people. The fastest way to build a relationship is to deliver value and not necessarily in a commercial fashion. By being useful and helpful to other people, there are often second, third, and fourth o...

Mo asks John Tigh: Tell me of the moment that you realized growth is great. Eleven years ago, John was bit by a radioactive statement of work and has since gained the superpower of bringing in business. Being a consultant is all about having one foot in the work and the other in finding the next gig. John considers himself a relationship person rather than a salesperson. The better you can cultiva...

Jane Allen shares how she built a brand new category of business by taking a chance on trying to solve a problem she saw lawyers facing every single day. Find out about how Jane grew her initial client base for Counsel on Call, how proactive problem solving can be developed into a growth system for business, and why the most important thing you can do in sales is take a chance and ask for what you...

Mo asks Jane Allen: If you could record a message to your younger self around business development or growth skills, what would it say? Jane would tell herself to embrace it. Embrace your intrinsic drive to connect with people. Jane wouldn't have referred to herself as an extrovert, but when it came to her work and her business, she committed herself to getting the job done and connecting with peo...

Mo asks Jane Allen: Tell us a business development story that you are really proud of. Jane tells the story from the early 2000's during a time when the people they were serving in corporate America were being overwhelmed by the explosion of data. One fateful dinner and "what if" scenario later, Jane started collaborating with a firm to solve real world problems with a solution that was unheard of...

Mo asks Jane Allen: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? The personality test was the most fascinating element of the GrowBIG Training that completely transformed the way Jane's company thought about meetings and communicating with other people. Jane has a systems mindset that allows her to scale a business that served her very well in Counsel...

Mo asks Jane Allen: What is your personal definition of business development? Jane's definition is simply proactive problem solving. If you are trying to sell something, it should be something they need and may not know they need it. It's about showing them a problem they have as well as the solution. People don't like to be sold to, but they do like to buy. If you're struggling with being proacti...

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 lawyer, you had to be a really good Willy Loman. Jane loved working with clients to solve their problems, and when you d...

Andrew Cogar shares the internal and external business development lessons he learned during his career at Historical Concepts and how he knocked Mo off his feet with his approach to building a professional relationship. Find out why the secret to relationships and business development is focusing on the long-term goals and the small-ball tactics, why you have to be true to yourself to be able to...

Mo asks Andrew Cogar: If you could record a video around business development and send it to your younger self, what would it say? Andrew would tell himself two things. Focus on building meaningful, real relationships as early as possible with as many respected peers and people in your industry as you can. The second thing is to figure out what drives you, what you find value in, and what work is...

Mo asks Andrew Cogar: Tell us a business development story that you are particularly proud of. There was one project that stands out for Andrew, where he and the founder of his firm, Jim Strickland, had the chance to not only create an awesome property but also restore and support the local ecology as well. During the meeting, Jim and the client discovered they shared a mutual friendship and inste...

Mo asks Andrew Cogar: What is your favorite science, step, or story in the GrowBIG Training or Snowball System? For Andrew, building out their Give-to-Get toolkit stands out the most. Showing genuine interest in a prospect and how you can help them got Andrew and the team really excited. The Give-to-Get helps you create demand for your expertise by offering a person the experience of working with...

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. You need to know where you want to go and what the vision of the firm is to know which prospects should be pursued. With a focus on relationships first, even i...

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 that went exceedingly well, Andrew understood that those kinds of projects could become...

Brian Caffarelli shares his decades of experience in sales and consulting and what he learned about the art and science that is business development. Learn why becoming a guide that inspires trust is one of the most important things you can do to sell more, why success in business development comes down to good habits, and why setting expectations at the beginning is crucial to making the right sa...

Mo asks Brian Caffarelli: If you could record a video around business development and send it back to your younger self, what would it say? If you think selling is hard, buying is harder. Brian would want to tell his younger self that if he was more in tune and empathetic to the struggles of the buyer, sales wouldn't be as hard. When you feel stuck with sales, realize that the buyer is even more s...

Mo asks Brian Caffarelli: Tell me of a business development story that you are really proud of. Brian's most proud of the lesson he learned from his story. Early in his career, Brian was part of a major sales effort with a world-class brand. Negotiations went very well until there was one intractable snag with the contract. Brian learned that it wasn't just about making a sale, it was about making...

Mo asks Brian Caffarelli: What is your favorite science, step, or strategy from the GrowBIG Training or Snowball System? Whole brain thinking stands out the most to Brian. When trying to communicate, it's easy to over index on the message and under index on the individual receiving the message. The Herrmann Brain Dominance model allows you to understand the preferences of the receiver so you can c...

Mo asks Brian Caffarelli: What is your personal definition of business development? Brian likes to think of business development as the art and science of guiding the buyer through their journey to an informed and confident decision. Just because you know the science, that doesn't mean you'll be great at business development. It's equal parts the art of empathy and flexibility, and science of habi...

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 r...

Mark Harris went from selling books door-to-door in 1994 to one of the most effective rainmakers at Guardian Life Insurance and he shares the exact framework he used to become great at business development. Learn about the difference between following up on a work level versus an emotional level and why an emotional connection always wins, how to create small wins every single day that snowball in...

Mo asks Mark Harris: If you could record a message around business development for your younger self, what would it say? The first thing Mark would say is that business development is a marathon, not a sprint. The second thing is that the role is a learned skill. People are not born great sales, it's something you can learn and master. The third thing is to help others when you can. You'll be happ...