Carol Bartlett is a senior level executive with broad experience in the oil & gas and transportation industries who manages more than $200M in annual sales. Using a combination of proven techniques, Ms. Bartlett focuses on growth results. She bridges theoretical business principles and philosophies to strategic actions that give profitable results. By deploying integrated proven strategies, she adds value to companies that want to grow sales and increase profits.

Jol Hunter has spent a large portion of his career as a partner with the national firm of chartered accountants and business advisors. In the past few years, with three other gentlemen, he has owned a substantial Atlantic Canadian business and so he is experiencing the joys and challenges of the ownership and operation of a medium-sized business.

Chris Spurvey spearheaded the growth of Plato Consulting to the point that it was acquired by KPMG, one of the largest management consulting firms in the world. In his time there, he sold more than $300 million in consulting services. After the acquisition, Chris changed his focus to helping other "non-sales sellers" find a way to grow revenue in a consistent, stress-free manner. He published It's Time to Sell: Cultivating the Sales Mindset, founded Make Sales a Habit University, and became a growth advisor to business owners and their management teams throughout the world.

 

Today on the podcast, we talk about the principles we apply in assessing business development efforts. We also talk about ways that businesses can improve their development processes.

 

Assessing Business Development Efforts

We businesspeople tend to come out of the gate strong but then, later, slip. Maybe we forget or skip some important elements of the process. Regardless, somehow business development stalls. Having a process in which you continually assess and improve is an important element of business development.

 

Tapping into Your Network for Business Development

Another theme I have seen in business leaders is a hesitation to put themselves out there by talking to people in their networks. Perhaps this hesitation is related to impostor syndrome, in which people progress in their careers but still have self-doubt. They're a little afraid. They're not confident. And they hold back. But when we connect powerfully and confidently to the market—including members of our own networks—we'll attract more opportunities.

 

All Revenue Grows Through Relationships

Many times when I talk with people about this, they say, "That's applicable to you. You're in a service-based business." But I believe that relationships are important in driving revenue for any business. And by business relationships, I mean all relationships—clients and customers, partners, investors, employees, and any other stakeholder. Business flows through relationships.

 

To learn more about these topics, listen to the episode.