Season 3

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 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...

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....

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...

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...

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...

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...

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...

Mo asks Mark Harris: Tell me of a business development story that you are particularly proud of. Mark typically works with brokers or consultants, and they typically shop the market as part of their offer. One of Mark’s work friends went out on his...

Mo asks Mark Harris: Tell me of a business development story that you are particularly proud of. Mark typically works with brokers or consultants, and they typically shop the market as part of their offer. One of Mark’s work friends went out on his...

Mo asks Mark Harris: What is your favorite science, step, or story when it comes to the GrowBIG Training or the Snowball System? Without a doubt, the four brain quadrants are the key to connecting to almost anyone. Mark taught his daughter how to...

Mo asks Mark Harris: What is your favorite science, step, or story when it comes to the GrowBIG Training or the Snowball System? Without a doubt, the four brain quadrants are the key to connecting to almost anyone. Mark taught his daughter how to...

Mo asks Mark Harris: What is your personal definition of business development? Business development means something different to everybody. For Mark, it’s all about helping people understand what their needs are (teaching) and then once you find...