Episodes

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 …

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 …

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 …

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...

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...

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, 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. …

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 …

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 …

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...

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 …

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 …

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...

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 …

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 …

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 …

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 …

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 …

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...

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 …

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 …

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 …

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 …

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 …