Business
Development:

Because
your
life
depends

          on
it

Business
isn’t…

•  about
having
fun,

•  about
being
so
busy
you
don’t
get
anything
done.

•  about
how
big
a
breakfast
y...
Business
is…

•  a
cash
machine
that
pays
its
people.

•  a
cash
machine
that
pays
its
shareholders.

•  a
tool
that
creat...
Your

                             Your

                                                   Friend’s

                    ...
Changing
coffees
into
proposals

•  “How
important
is
“doing
things
beQer”
inside
your

   company
right
now?”,
or

•  “Whe...
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Sales Icebreaker

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Staff Meeting icebreaker on simple relationship and sales development.

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Sales Icebreaker

  1. 1. Business
Development:
 Because
your
life
depends
 on
it

  2. 2. Business
isn’t…
 •  about
having
fun,
 •  about
being
so
busy
you
don’t
get
anything
done.
 •  about
how
big
a
breakfast
you
can
buy
someone
else
 because
you’ll
get
it
back
on
your
expense
report.
 •  about
how
many
important
people
you
mingled
with
 this
week.
 •  about
how
many
“calls”
you
made
to
prospects
that
 were
really
visits.
 •  about
how
many
challenges
you
discovered
about
your
 prospect
and
didn’t
act
on.
 •  a
personal
ego
trip.
Just
ask
Richard
Fuld.

  3. 3. Business
is…
 •  a
cash
machine
that
pays
its
people.
 •  a
cash
machine
that
pays
its
shareholders.
 •  a
tool
that
creates
extraordinary
value
for
its
customers
 and
gets
paid
extremely
well
for
it.
 •  done
between
people
who
trust
each
other
implicitly.
 •  done
between
people
who
know
how
to
get
things
 done.
 •  done
with
precision,
total
commitment,
and
personal
 humility
puDng
your
family
first,
those
you
work
with
 second,
and
you
third.

  4. 4. Your
 Your
 Friend’s
 Friend’s
 Friend
 Friend
 Your
 Friend’s
 Friend
 Your
 Friend’s
 Your
 Your
Personal
 Friend
 Friend
 Marketspace
 Your
 Friend’s
 Your
 Your
 Your
 Friend
 ‐ 
Where
you
are
 Friend
 Friend’s
 Friend
 Friend
 known
by
your
 YOU
 reputaKon
 Your
 Friend’s
 ‐ Where
you
can
exert

 Your
 Your
 Friend
 leverage‐able
 Your
 Friend
 Friend’s
 Friend
 Friend
 influence
 Your
 Your
 ‐ 
Where
you
will
 Friend
 Friend’s
 make
your
living
 Friend
 Your
 through
high
 Friend’s
 Your
 Friend
 Your
 Friend’s
 frequency,
genuine
 Friend’s
 Friend
 interacKon,
and
 Friend
 urgent
follow‐ through.

  5. 5. Changing
coffees
into
proposals
 •  “How
important
is
“doing
things
beQer”
inside
your
 company
right
now?”,
or
 •  “Where
does
your
company
look
for
change
and
 innovaKon?
Does
it
go
outside
for
advice?”
 •  “Does
your
firm
consult
out
for
that
kind
of
advice?”
 •  “What
for?
New
Product?
Re‐org?
Lean?”
 •  “Where
/
how
could
I
best
direct
a
proposal
to
your
 firm
that
could
help
you
address
these
kinds
of
 issues?”,
or
 •  “We
have
someone
you
might
like
to
speak
to
about
 that
who
is
a
specialist
in
–
“

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