The Business Development Podcast

In episode 39 of the Business Development Podcast, host Kelly Kennedy discusses 15 characteristics that high-level business development personnel should possess. He emphasizes the importance of believing in the product or service being sold, as lack of belief can hinder the ability to sell effectively and feel good about it. Likability and honesty are key in building trust with customers, and being kind and genuine can go a long way in business development. Kelly also highlights the need for accountability, structure, and organization in order to be successful in this field. Overall, the episode serves as a guide for both those hiring for business development positions and individuals looking to improve their skills in this area.

In this episode, Kelly Kennedy, the host of the Business Development Podcast, shares 15 essential characteristics for high-level business development personnel. He emphasizes the importance of being confident in the product or service being sold, as this confidence can greatly impact the ability to sell effectively. Likability is also highlighted as a critical attribute for success in business development, along with honesty and building trust with customers. Kelly discusses the need for accountability and structure, as well as the importance of staying organized. He concludes the episode by expressing gratitude to the listeners for their support and encourages them to continue tuning in for valuable business development advice and experiences.

Key Takeaways:

1. It is important to believe in the product or service you are selling in order to sell it effectively and feel good about it.
2. Building trust with customers is essential and can be achieved by being kind, likable, and honest.
3. Likability is a critical characteristic in business development and cannot be taught.
4. Being organized and keeping detailed notes is important for success in business development.
5. Confidence is key in sales and business development, and it is important to be able to stand behind the product or service being sold.
6. Accountability and structure are important qualities for business development professionals and can contribute to their success.
7. Likability and confidence are often innate traits in successful business development people.
8. It is important to genuinely love and believe in what you sell to be successful in business development.
9. Being adaptable and willing to improve can help business development professionals up their game.
10. Likability and rapport-building skills are important in quickly establishing connections with customers.
11. Following a structured process and holding oneself accountable are important for success in business development.
12. Staying organized and being diligent in completing necessary tasks is crucial for success.
13. Likability and confidence are highly valued qualities in business development professionals.
14. Being likable and believing in the product or service being sold can make selling easier and more effective.

Mentioned in this episode:

Hypervac - Revolution Vacuums

Episode 38 of the Business Development Podcast with host Kelly Kennedy features an interview with Jesse Schewchuk, the founder of Modern Muse Media. Jesse shares her journey from the film and television industry to becoming a leading expert in video marketing and brand development. She explains her motivation for starting her own business and the importance of mentors in her success. The episode emphasizes the power of video in business promotion and marketing, as well as the need for authenticity and genuine content. Kelly and Jesse also discuss the evolving role of social media and the impact of the pandemic on remote work and video production.

In summary, episode 38 of the Business Development Podcast delves into Jesse Schewchuk's background in the film and television industry and her transition to helping industry professionals build their brand through video marketing. The episode highlights the importance of mentors and the power of storytelling. It also discusses the increasing importance of video in business promotion and the shift towards authentic and genuine content. The impact of the pandemic on remote work and video production is also explored.

Key Takeaways:

1. Building a personal brand through storytelling and video can help grow your business.
2. Waiting for the right moment to tell your personal story can be important for success.
3. Mentorship and support from others, especially in the early stages of entrepreneurship, can be valuable.
4. Embracing authenticity and being true to oneself can attract and connect with others.
5. Recognizing the power of video and social media for business promotion and marketing.
6. Teaching individuals to create their own professional videos can be more effective than hiring a professional company.
7. The importance of capturing genuine and authentic moments in business through video content.
8. Overcoming challenges and obstacles can lead to personal and professional growth.
9. The value of sharing stories and experiences to inspire and educate others.
10. Recognizing and seizing opportunities in emerging industries or trends can lead to success.
11. The significance of networking and building relationships in business development.
12. Emphasizing the importance of mentorship and the role it plays in long-term business success.
13. The value of perseverance and persistence in building a successful career or business.
14. Acknowledging the need for continuous learning and staying ahead of industry trends.
15. The power of storytelling and video in creating a unique and memorable personal brand.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In episode 37 of the Business Development Podcast with host Kelly Kennedy, he reflects on his career in business development, expressing his pride in being able to give back and promote the value of business development. He mentions meeting Joel on a previous episode and recommends listeners to check it out for valuable insights. Kelly shares that when he first started in business development, he lacked organization and structure but has since learned valuable lessons and provides ten tips for thriving in business development. He emphasizes the importance of utilizing a CRM tool and prioritizing new business development. Kelly expresses gratitude to his listeners for their support and shares updates on the podcast's growth, encouraging them to leave reviews and tell their friends.

In the summary of the episode, Kelly highlights the importance of separating business development from account management and inside sales, and recommends focusing on new business connections. He also suggests using a notepad for note-taking during meetings and tasks. Kelly expresses appreciation for Joel's contribution to the show and mentions his company, North Then West, which helps with value proposition for businesses. He concludes by thanking the audience for their ongoing support and encourages them to continue following the podcast for future episodes.

Key Takeaways:

1. It is important to be organized and structured in business development.
2. Using a CRM tool is essential in tracking and managing customers.
3. Separating business development from account management can lead to better results.
4. Value proposition should be a focus in business development.
5. Taking notes and keeping organized records is crucial.
6. Business development podcasts and resources can provide valuable tips and insights.
7. Building new business connections is a key aspect of business development.
8. Setting goals and tasks in a structured manner can increase productivity.
9. Implementing a CRM tool, such as Pipe Drive, can streamline business development processes.
10. Word-of-mouth marketing and referrals are important for the growth of a business.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In Episode 36 of the Business Development Podcast, host Kelly Kennedy interviews Joel Magalnick, the founder of North Then West. The episode focuses on the concept of value proposition and the importance of understanding and communicating it effectively. Joel shares his experiences helping companies identify their value proposition and refocus themselves to become leaders in their industries. He also discusses the challenges of differentiating oneself in the market and emphasizes the significance of culture in a company's success. Throughout the interview, Kelly expresses his appreciation for Joel's expertise and the impact of his work on the business development field.

In summary, Episode 36 of the Business Development Podcast delves into the topic of value proposition and its role in business success. Joel Magalnick shares insights from his experience helping companies discover and leverage their unique value proposition. The episode highlights the importance of culture and differentiation in building a successful company, while also discussing the underrepresentation of business development in the media. Throughout the interview, Kelly Kennedy expresses his admiration for Joel's work and emphasizes the value of understanding and effectively communicating a company's value proposition.

Key Takeaways:

1. Value proposition is a crucial aspect of business development that is often overlooked and underrepresented.
2. Companies need to differentiate themselves and communicate their value to customers in order to be successful.
3. Understanding and articulating a clear value proposition is important for both small and large companies.
4. Building a strong company culture and getting everyone on the same page is important for developing and delivering a compelling value proposition.
5. Consulting companies like North Then West specialize in helping companies define and refine their value proposition.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In episode 35 of the Business Development Podcast, host Kelly Kennedy discusses the importance of business development and how it can benefit companies. He emphasizes the need for brand awareness and recognition and explains that passive marketing strategies, such as relying solely on ads and online presence, are not enough in today's saturated market. Kelly shares his own experiences and the challenges he faced when starting Capital Business Development. He also mentions the benefits of active marketing strategies, such as directly reaching out to potential clients and building one-on-one relationships. The episode concludes with a story about a phone call received by Cole at Capital Business Development and the importance of business development in driving growth and success.

In summary, episode 35 of the Business Development Podcast highlights the significance of business development for organizations. Kelly Kennedy discusses the limitations of passive marketing strategies and advocates for implementing active marketing strategies in order to achieve brand awareness and recognition. He emphasizes the need for businesses to actively reach out to potential clients and build relationships rather than relying solely on passive methods. The episode ends with a story that illustrates the impact of business development and showcases its value in supporting business growth and success.

Key Takeaways:

1. Business development is important for creating brand awareness and driving growth.
2. Passive marketing strategies are not effective in highly saturated markets.
3. Active marketing strategies, such as making introductions and building relationships, are necessary for success.
4. Business development requires proactive efforts and cannot solely rely on waiting for the phone to ring.
5. Mental health and wellness should be prioritized in the business development process.

Mentioned in this episode:

Hypervac - Revolution Vacuums

Episode 34 of The Business Development Podcast is an interview with Tash Jefferies, an entrepreneur who shares her personal journey with mental health and wellness. Tash emphasizes the importance of taking care of oneself and prioritizing mental and emotional well-being, especially for founders, entrepreneurs, and high-performance individuals. She discusses how she neglected her own health and put her responsibilities above her own well-being, but now recognizes the importance of self-care and the need to have a support system. Tash also highlights the role of exercise in relieving stress and building resilience, and encourages listeners to make time for themselves and seek help if needed. This episode provides valuable insights and actionable advice on how to develop resiliency and prioritize personal health in the business world.

In this episode, Kelly Kennedy, the host of The Business Development Podcast, interviews Tash Jefferies, an entrepreneur who shares her personal journey with mental health and wellness. Tash emphasizes the importance of taking care of oneself, prioritizing mental and emotional well-being, and building resiliency. She discusses her experience of neglecting her own health and the impact it had on her life, as well as the importance of having a support system and seeking help when needed. Tash also highlights the role of exercise in relieving stress and shares tips on how to incorporate it into a busy schedule. This episode provides listeners with valuable advice on how to prioritize personal health and well-being in the business world.

Key Takeaways:

1. Mental health is a serious topic and should be taken seriously.
2. Many people, including CEOs and high-performing individuals, struggle with mental health.
3. It is important to prioritize personal well-being and take time for self-care.
4. Exercise and physical activity can be a helpful stress reliever.
5. Building resilience is crucial for entrepreneurs and business leaders.
6. It is important to have a support system and someone to talk to about mental health challenges.
7. Compartmentalization can be a useful tool in managing work and personal life, but it is important to also take care of oneself outside of work.
8. Ignoring mental health issues does not make them go away and it is important to address them.
9. Loss and grief can have a significant impact on mental health.
10. Finding balance between work and personal life is important for overall well-being.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In episode 33 of The Business Development Podcast, host Kelly Kennedy thanks previous guest Erin Holowach, who is launching a commission-free real estate company in Canada. The episode discusses the role of business development reps (BDRs) and the importance of long-term investment in business development for overall success. Kennedy emphasizes the need for BD people to generate new opportunities, establish relationships, and create a funnel of potential sales and revenue for a company. The episode also provides insights into a typical day in the life of a BDR, including tasks such as checking emails and voicemails for opportunities, updating CRM, making introduction calls, and booking meetings.

Overall, the episode highlights the significance of business development as a long-term game and an essential investment in a company's growth. The guest, Erin Holowach, shares her experience of launching a real estate company, emphasizing the value of establishing strategic partnerships and building relationships. Kennedy encourages BD people to focus on identifying new business, connecting with the right people on LinkedIn, and maintaining physical notes to stay organized and motivate follow-up calls. The episode concludes with the importance of providing exponential value to clients and customers over time and the aim to grow business by creating long-term value through customers, markets, relationships, and partnerships.

Key Takeaways:

1. Business development is an investment in long-term success.
2. Business development should be viewed as a long-term game for a business.
3. Effective business development can lead to significant returns on investment.
4. Business development representatives (BDRs) generate new opportunities for a company.
5. BDRs assist the sales team in finding and qualifying leads, as well as establishing strategic partnerships.
6. Business development tasks require regular note-taking and organization.
7. Sending LinkedIn invitations and making introduction calls are effective business development strategies.
8. Monday mornings are a prime time for making introduction calls and booking meetings.
9. Business development should focus on creating long-term value for an organization.
10. Business development reps should prioritize checking emails and voicemails for opportunities.
11. Updating the CRM regularly is important for effective business development.
12. Providing exponential value to clients is a key goal of business development.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In Episode 32 of The Business Development Podcast, host Kelly Kennedy interviews Erin Holowach, a serial entrepreneur in the Edmonton business community. Erin and her husband Travis founded and grew ComFree, a for sale by owner alternative, to 98% brand awareness. They saw a need in the market for an alternative to traditional real estate companies and created a platform to help individuals sell their homes privately. Erin discusses the challenges they faced in reaching out to customers directly and the success and growth they achieved with ComFree. She also shares her passion for entrepreneurship and helping other leaders and entrepreneurs grow and operate their businesses to their fullest potential.

Overall, this episode highlights the success story of Erin Holowach and her journey as an entrepreneur. The interview explores the motivations behind starting ComFree, the challenges they faced in the real estate market, and the impact they made in providing an alternative for individuals looking to sell their homes. Erin's passion for entrepreneurship and her desire to help others achieve success in their businesses shines through in the episode.

Key Takeaways:

1. Following one's passion and calling can lead to great success.
2. Real estate companies often have a monopoly on selling homes, but there is a need for alternative solutions.
3. Real estate commissions can be a significant expense for homeowners when selling their homes.
4. The rise of the internet and online platforms has changed the way people buy and sell homes.
5. Building a business on fear mongering is not sustainable in the long run.
6. B2C (business to consumer) businesses face challenges in connecting with customers directly.
7. The value of a business relationship is measured by the total upside, not just one deal.
8. Business success can come from providing alternative solutions to existing problems.
9. Reaching out to customers and connecting with them is a challenge in a noisy marketplace.
10. Building a successful business requires hard work, perseverance, and adaptability.

Mentioned in this episode:

Hypervac - Revolution Vacuums

Episode 31 of The Business Development Podcast, hosted by Kelly Kennedy, focuses on the topic of cold calls. The episode begins by highlighting the importance of active marketing over passive marketing in driving faster results and higher ROI. Kennedy emphasizes the need for businesses to actively communicate their value proposition and build connections with potential customers. He discusses the challenges of a passive marketing strategy and highlights the effectiveness of cold calls in conveying value and personality. Kennedy shares personal experiences and acknowledges the initial dislike for cold calls, but emphasizes the importance of changing attitudes and embracing them as a crucial part of active marketing.

In the episode, Kennedy emphasizes the value of incorporating cold calls into an active marketing strategy. He underscores the need to change the pitch and tailor the value proposition depending on the target audience. Kennedy acknowledges that different industries may have varying value propositions and highlights the importance of effectively conveying the value of a product or service. He addresses the concerns associated with passive marketing strategies and emphasizes the role of cold calls in addressing customer concerns and building trust. Overall, the episode provides actionable advice and insights on how to improve cold calling techniques and leverage them as an effective tool in business development.

Key Takeaways:

1. Active marketing tends to have faster results and a higher ROI over time compared to passive marketing.
2. It is important to communicate the value proposition of a product and provide reasons why customers should buy it.
3. Different industries may have different value propositions, so it is important to tailor the pitch accordingly.
4. Cold calls can effectively communicate value and build connections with potential customers.
5. Passive marketing strategies, such as relying solely on ads, may not be as effective in addressing customer concerns or generating sales.
6. Incorporating active marketing strategies, including cold calls, can help reach the right target audience and improve sales.
7. Trust and rapport are important in business development, and active marketing strategies can help build that trust.
8. Cold calls may initially be challenging or disliked, but they can be effective in closing deals and generating business growth.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In Episode 30 of The Business Development Podcast, host Kelly Kennedy interviews guest Fatima Zaidi, the founder of Quill Inc., a Canadian podcast agency. Kennedy, who has 16 years of experience in sales and business development, discusses with Zaidi her decision to start supporting podcasts in Canada and the challenges she faced in finding a Canadian hosting platform. Zaidi explains that she wanted to work with Canadian companies and saw a gap in the market for podcast services. She also discusses the benefits of podcasting and how it has become more accessible to Canadians.

Throughout the episode, Kennedy and Zaidi touch on various aspects of business development and sales, sharing their insights and experiences. Zaidi emphasizes the importance of innovation and addressing pain points in the industry, while Kennedy highlights the value of building relationships and focusing on long-term business relationships. They also discuss the growth potential of podcasts and the need for strategic partnerships to enhance the podcasting platform. Overall, the episode provides valuable advice and perspectives for business development professionals and entrepreneurs.

Key Takeaways:

1. Business development is essential for the growth of a company. It is a skill set that can be applied across different industries and can significantly impact revenue and client acquisition.
2. Podcasting is a valuable tool for marketing and reaching a wide audience. It provides a platform for businesses to share their expertise and connect with potential customers.
3. Utilizing Canadian companies in the podcasting industry can bring unique benefits, such as supporting local businesses and catering to the Canadian audience.
4. Building a podcast requires proper planning and execution, including pre-production, production, and post-production stages. It is important to consider factors like audience growth, marketing, and data analytics.
5. Finding the right hosting platform for a podcast is crucial. Working with a Canadian hosting platform can provide a sense of authenticity and support local businesses.
6. Innovation in podcasting is necessary to address the pain points of podcasters and cater to their specific needs. Continuous improvements and updates can enhance the overall podcasting experience for both podcasters and listeners.
7. Building a podcast agency that exclusively focuses on creating and launching podcasts can fill a gap in the market and offer valuable services to businesses looking to enter the podcasting space.
8. The success of a podcast relies on understanding the target audience and their preferences. By analyzing data and demographics, businesses can tailor their content and reach their intended audience more effectively.
9. The COVID-19 pandemic created opportunities for podcasting, as brands redirected their experiential budgets towards digital platforms like podcasts.
10. Building relationships and offering value to clients is crucial in business development. Long-term success is based on nurturing relationships and finding mutual benefits.
11. Continuous learning and staying up-to-date with industry trends and developments are important for business development professionals. Networking and staying active on professional platforms like LinkedIn can provide valuable insights and opportunities.
12. Building a podcast agency or a business requires patience, perseverance, and a product that provides unique value. It takes time to grow and expand, and external funding may not always be necessary or available.
13. Quill Inc. and CoHost are examples of Canadian companies in the podcasting industry that prioritize strategic partnerships and continuous improvement. Collaborating with such companies can lead to a better podcasting experience for podcasters and listeners alike.

Mentioned in this episode:

Hypervac - Revolution Vacuums