Swinging for the Fences

Over the last several weeks I have met with a number of CEOs and Business Owners. In EVERY conversation, business development and sales generation has surfaced as a primary focus. It is a rarity to meet an executive who does NOT want to increase their customer base.

How then can executives and sales professionals proactively attract new business? Here are a few thoughts.

Singles are More Important than Home Runs – An often overused metaphor, but if every professional baseball player was focused on hitting the ball into the upper deck at every at bat, there would be a lot more strikeouts and a lot fewer runs ultimately scored.

Relax, work to do the fundamentals right, stay focused and take good “cuts.” Get on base, advance runners; think beyond self-glory and good things will come. Including an occasional home run.

Focus on Giving then Getting – In today’s content rich online environment, it is the job of business development professionals to find unique pieces of information that can add value to prospective customers. Reposting other’s work readily found via Google searches is not the answer. Taking the time to develop unique content or finding unique information and then sharing with targeted prospects is much more meaningful. Not easy, simply more meaningful.

Be Consistent – Repetition is the mother of all skill. No one become exceptional at anything overnight. Building strong long-term relationships with existing and future customers is no different. Customer focused professionals work to apply proven process yet demonstrate adaptability. The key is to listen, learn and modify.

There are no silver bullets. There are, however, time tested principles that can be utilized by virtually every CEO, Business Owner and Business Development executive.

Building sales is everyone’s business.   All team members can play a role in building long-term customers.   Does your team know how to effectively create new business opportunities? If, not, it’s time to develop your organization’s skills and abilities.

Speaking Events

Selling is Everyone’s Business
Collaboration: The Art and Science of Values Based Influence

Newport Beach Chamber of Commerce
Bahia Corinthian Yacht Club
1601 Bayside Dr. Corona Del Mar, CA  92625

Wednesday, June 17, 2015
11:30 a.m. – 1:30 p.m.

Open to the Public


Selling is Everyone’s Business
Collaboration: The Art and Science of Values Based Influence

Supply Chain Management Association

Hilton Hotel

18800 MacArthur Blvd

Irvine, CA 92612

Thursday, August 20, 2015
5:30 p.m. – 8:00 p.m.

Open to the Public


Boom, Bust, Boom
7 “Lessons” in Leadership and the Art of Execution

California Human Resource Conference
Anaheim Convention Center
Anaheim, CA 92802

Monday, August 31, 2015
10:45 a.m. – 12:00 p.m.

Open to the Public