Episodes

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...

Linda Klein’s Favorite Business Development Strategy

Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is...

What Business Development REALLY Means, According to Linda Klein

Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client’s business by solving the problem. Service professionals often only look at a client’s issue through the lens of their own expertise, but...

Linda Klein on Growth – Time To Get Great At Business Development

Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda’s career as a lawyer, she spent a lot of time learning about...

Henning Streubel on Driving Growth Through Developing Relationships with Insight and Impact

Henning Streubel shares his thoughts on developing relationships and how to not only go from prospect to client, but from client to friend. He is the Managing Director and Senior Partner // Managing Director of the West Coast System of Boston...

Going Back In Time, What Henning Streubel Would Say To His Younger Self

Mo asks Henning Streubel: If you could record a video around relationship development and send it back to your younger self, what would it say? Henning would send three points back. The first is that you have to care about the people. You can only...

The Business Development Story That Changed Everything for Henning Streubel

Mo asks Henning Streubel: Tell us a business development story that you are particularly proud of. Henning’s story begins with a rough start where a client CEO read an unflattering internal email about himself that he was never meant to see....

Henning Streubel's Favorite Business Development Strategy

Mo asks Henning Streubel: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Henning’s favorite idea is the Herrmann Brain Dominance Instrument. It’s vital to understand how you, your team, and your...

What Business Development REALLY Means, According to Henning Streubel

Mo asks Henning Streubel: What is your personal definition of business development? Henning prefers the term relationship development, which he considers the foundation of every successful service provider. Henning learned early in his career not to...

Henning Streubel on Relationships – Time To Get Great At Business Development

Mo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on? Henning is intrinsically motivated to help people, but it’s less about business development and sales. Whenever he meets...

Read Davis Digs Into the Key to Lasting Success

Read Davis, the CEO of McGriff, talks about his experience as one of the top business development professionals and how he discovered that momentum takes time and the key to a successful career in sales is playing the long game. Learn about the...

Going Back In Time, What Read Davis Would Say To His Younger Self

Mo asks Read Davis: If you could record a video about business development and send it back to your younger self, what would it say? We can’t see around the curve, but we can think about where we want to go. Read would start investing in himself...

The Business Development Story That Changed Everything for Read Davis

Mo asks Read Davis: Tell me about a business development story that you are really proud of. Read formerly worked for one of the largest brokerage firms in the world, and when he first came to work with McGriff they were often David going up against...

Read Davis' Favorite Business Development Strategy

Mo asks Read Davis: What is your favorite science, step, or story from the GrowBIG Training or the Snowball System? Successful sales and business development is psychology, which is why Read’s favorite science is the Herrmann Brain Dominance...

What Business Development REALLY Means, According to Read Davis

Mo asks Read Davis: What is your personal definition of business development? Being a CEO wasn’t something that Read ever aspired to. He always enjoyed leadership, sales, and being in the field. When he took on the role, he put a challenge to all...

Read Davis on Producing – Time To Get Great At Business Development

Mo asks Read Davis: When was the moment you decided to get great at business development? You can learn to compete and life is about competition in Read’s mind. There isn’t always a winner and loser in every situation, but measuring success is...

James Barclay Uncovers the Magnetic Strategies That Attract Your Ideal Clients

James Barclay shares the key content creation strategies that Passel uses to help busy professionals demonstrate the expertise that sets them and their firms apart. Learn about how content creation became the basis for Passel’s business model, how...

Going Back In Time, What James Barclay Would Say To His Younger Self

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...

The Business Development Story That Changed Everything for James Barclay

Mo asks James Barclay: Tell me a story about the business development that you are the proudest of. James’ challenge in reaching prospects is connecting with CMOs in law firms and working up the chain can take some time. The Passel podcast was born...

James Barclay's Favorite Business Development Strategy

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...

What Business Development REALLY Means, According to James Barclay

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...

James Barclay on Attracting Clients – Time To Get Great At Business Development

Mo asks James Barclay: When did you realize that business development was great? James' first job out of college was as a conference organizer and that’s where he learned the power of selling ideas. Selling conferences in the 1990s changed once the...

John Tigh Digs Into Cultivating Relationships, Acts of Service, and Gusher Connections

John Tigh shares the business development lessons he learned in the trenches working with top-10 pharmaceutical companies and digital transformation. Learn why business development is a heart-centered sport and why empathy is key to connecting with...

Going Back In Time, What John Tigh Would Say To His Younger Self

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...