Debby Moorman on Sales – Time To Get Great At Business Development

Mo asks Debby Moorman: Tell me the moment when you decided that business development is something that you wanted to focus on.

• Debby fell into business development almost by accident when she was in college after taking a sales job one summer. The key realization was when she figured out that she liked helping people solve their problems, and that was when she decided to shift her focus to professional sales.
• Debby went on to a professional sales role out of college where most of the training was technical in focus. It wasn’t until Debby moved into a national leadership role did she realize that business development skills are just as important as technical skills. That was when she became connected with Mo and the GrowBIG system.
• Now that Debby is consulting, the focus on business development is even more important.
• As a service provider, the reality is that you are helping your clients solve their problems, and that is the essence of business development.
• Companies tend to focus on technical training because there is often so much information to learn and such a large need for that information, businesses are incentivized to pay attention to it. An organization that wants to grow has to invest in its people beyond the technical side.
• Companies often throw structure at an issue in an attempt to solve a problem.
• Take the word sales out of your mind if you’re just getting started with business development. Retool your brain to frame the conversation as a way of figuring out what the other person needs and how you can help. If you can do that, the conversation becomes less intimidating.

Mentioned in this Episode:

GrowBIGPlaybook.com

debby.moorman@willistowerswatson.com

Debby Moorman on LinkedIn