Episodes

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...

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...

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...

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 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 listener. The other thing he...

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...

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....

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...

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...

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...

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...

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....

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...