Real Relationships Real Revenue - Audio Edition
598 episodes - English - Latest episode: 13 days ago -Are you leading important client relationships and also on the hook for growing them? The growth part can seem mysterious, but it doesn’t have to be!
Business development expert Mo Bunnell will take you inside the minds of some of the most interesting thought leaders in the world, applying their insights to growth skills. You’ll learn proven processes to implement modern techniques.
You’ll learn how to measure their impact. And, everything will be based in authenticity, always having the client’s best interest in mind. No shower required.
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Episodes
Bill Ruprecht's, Cyril Peupion's, and Katrina Johnson's Favorite Business Development Strategy
July 15, 2022 08:00 - 47 minutes - 65.7 MBMo asks Bill Ruprecht: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? Bill began working with Mo because he believed a more disciplined approach to building relationships was critical to the continued growth of his organization. When you have 90 offices over 40 countries is an enormous task. Bill recalls a meeting with a number of executives at Sotheby's along with Mo where it became very clear how some people struggled with the process ...
Angela Meyer's, Henning Streubel's, and Jonathan Reckford's Favorite Business Development Strategy
July 14, 2022 08:00 - 42 minutes - 58.9 MBMo asks Angela Meyer: What is your favorite science, step, or story that you learned from GrowBIG Training or The Snowball System? Angela’s favorite strategy is the Give to Get. Giving somebody value or knowledge they didn’t have before is a great way to start off a relationship. If you continue to show interest in someone personally, and not just professionally, and provide them value that can help them grow their career, they are going to care about you. You have to break someone out ...
John Tigh's, Linda Klein's, and Andrew Robertson's Favorite Business Development Strategy
July 13, 2022 08:00 - 45 minutes - 62.7 MBMo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? John has been involved in the Snowball System for a long time and the Gravitas Model is a strategy that he uses every single day. It’s the perfect framework for taking any conversation where you want to go. It has an incredible level of flexibility and imparts a character to your conversation that people can’t help but enjoy. It also gives you the ability to keep the conve...
James Barclay's, Kevin Clem's, and Dennis Baltz's Favorite Business Development Strategy
July 12, 2022 08:00 - 43 minutes - 60.7 MBMo asks James Barclay: What is your favorite science, step, or story from the GrowBIG Training or the Snowball System? For James, the number one strategy is the Protemoi List. These are the people in your circle that are your partners, prospects, and the key people that could be your raving fans. Having a focused relationship list is an unbeatable edge. When you invest in a relationship, people will move with you. James has had people buy from his company multiple times over multiple jo...
Maria Kelly's, Monty Hamilton's, and Warren Shiver's Favorite Business Development Strategy
July 11, 2022 08:00 - 51 minutes - 70.8 MBMo asks Maria Kelly: What is your favorite science, step, or story from the GrowBIG training or Snowball System? One of the most useful things Maria learned from the GrowBIG training was the seven pricing principles. Living in Switzerland, she grew up in a culture that didn’t talk about money and she learned early on in her career that if she didn’t talk about money, she didn’t get the money. Many business owners and professionals struggle with asking for what they are worth. When clients...
What Business Development REALLY Means, According to Cannon Carr, Debby Moorman, and Brian Caffarelli
July 08, 2022 08:00 - 41 minutes - 57.5 MBMo asks Cannon Carr: What is your personal definition of business development? If you have a craft that you know and love and want to grow, you are naturally going to step into business development so you might as well do it right. For Cannon, business development is about connecting people and ideas. He thinks of it as purposeful engagement that connects those two things. Connecting people with ideas often becomes deeply personal. During the pandemic, Cannon noticed a number of clients...
What Business Development REALLY Means, According to Andrew Robertson, Mark Harris, and Linda Klein
July 07, 2022 08:00 - 47 minutes - 66 MBMo asks Andrew Robertson: What is your personal definition of business development? Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business development ambassador. Raving fans turn into your own personal sales force. Focusing on the win for the client secures the win for the business. If your client wins enough, they become predisposed to become a raving fan, but you still have t...
What Business Development REALLY Means, According to Mike Duffy, Bill Ruprecht, and Cyril Peupion
July 06, 2022 08:00 - 41 minutes - 57.3 MBMo asks Mike Duffy: What is your personal definition of business development? Simply put, business development is helping others, connecting dots, and developing healthy and long lasting relationships. When you understand who your client is, whoever that happens to be in the moment, and add value for them, that's how you get stuff done. Where is the value chain and how are you adding value? It doesn’t end with the person you are talking to right now. Servant leadership is the foundati...
What Business Development REALLY Means, According to Jane Allen, Jeff Berardi, and Henning Streubel
July 05, 2022 08:00 - 38 minutes - 53.7 MBMo 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 showing them a problem they have as well as the solution. People don’t like to be sold to, but they do like to buy. If you’re struggling with being proactive, realize that it’s not the job of the prospect to call you or respond to your email. It’...
What Business Development REALLY Means, According to Jonathan Reckford, Katrina Johnson, and Tyler Sweatt
July 04, 2022 08:00 - 41 minutes - 57.5 MBMo asks Jonathan Reckford: What's your personal definition of growth? Ultimately, it's all about impact, but in order to make an impact you need fuel. Creating complex partnerships is very aligned with good development practices, which is valuable for Jonathan because growth at Habitat for Humanity means having conversations around fundraising. When he made the mindset switch to solving someone’s problem, raising money became much easier and simpler. It's not about pressuring, or tryi...
Henning Streubel, Linda Klein, and Mark Harris Discuss Why It's Time To Get Great At Business Development
July 01, 2022 08:00 - 46 minutes - 64.5 MBMo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on? Henning is intrinsically motivated to help people, but it’s less about business development and sales. Whenever he meets someone, he has a tendency to ask deep questions. Early in his career working for a utility client in Germany, he realized that the client’s company had many more problems than he initially thought which he discovered by simply having a deep conversat...
Scott Winter, Dennis Baltz, and Andrew Cogar Discuss Why It's Time To Get Great At Business Development
June 30, 2022 08:00 - 45 minutes - 62.6 MBMo asks Scott Winter: When was the moment that you realized that business development was great? Scott started his career off in sales with LexisNexis and that developed into a role in consulting. Eventually he made the switch to a product management position with Interaction where he focused on CRM and client relationships. Interaction is the world’s largest CRM system for law firms and by coming up in that environment, Scott learned a lot about the technical aspects of the software whic...
Brian Caffarelli, Katrina Johnson, and Cannon Carr Discuss Why It's Time To Get Great At Business Development
June 29, 2022 08:00 - 42 minutes - 58.3 MBMo 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 with his first sale, and how that came about because of developing a relationship with another human being. Seeing salespeople that were successful and respected helped Brian navigate what it took to grow in a sales career. So much of success is ...
Craig Budner, Bill Ruprecht, and Andrew Robertson Discuss Why It's Time To Get Great At Business Development
June 28, 2022 08:00 - 39 minutes - 55.1 MBMo asks Craig Budner: When did you realize that business development is good? Craig’s brother was a litigator and from an early age had his own firm. This taught Craig the necessity of creating a brand and cultivating referral sources in order to grow the firm. Craig took a slightly different path from his brother in that he joined one of the firms in Texas. It was there that he created the relationships and connections that made him realize the value of being an advisor to someone and no...
Cyril Peupion, Debby Moorman, and Mike Duffy Discuss Why It's Time To Get Great At Business Development
June 27, 2022 08:00 - 49 minutes - 68.6 MBMo asks Cyril Peupion: When was the moment you realized that growth was great? Cyril started his own business with a partner after completing his MBA so he had an interest in business development right from the beginning. With time, he realized how much he had to learn about sales and relationship building. Impact is a keyword in how Cyril views the world. If he had only one principle piece of advice to give to people, it would be to prioritize your calendar according to impact. Cyril...
Jonathan Reckford on Changing the World, One House at a Time
June 25, 2022 08:00 - 1 hour - 96.8 MBJonathan Reckford shares his incredible experiences at the helm of Habitat for Humanity and how he’s helping to change the world by creating strategic partnerships with other organizations, and how it all starts with building relationships first. Find out how the CEO of Habitat for Humanity, one of the biggest non-profit organizations in the world, can still make time each month to work on his Protomoi List and why aligning a potential partner’s desire for impact with your goals is a great f...
Going Back In Time, What Jonathan Reckford Would Say To His Younger Self
June 24, 2022 08:00 - 14 minutes - 20.9 MBMo asks Jonathan Reckford: You get to magically record a video and send it back to your younger self with some advice. What do you say? Jonathan spent most of his youth thinking about what he wanted to do instead of who he wanted to be. He would tell his younger self to focus on the ‘who’ before the ‘what’ first. If you never fail, it's likely you're not going big enough. Hope is built in the community. Volunteering gives you a sense of the community and how you can bring the virtues of...
The Business Development Story That Changed Everything for Jonathan Reckford
June 23, 2022 08:00 - 13 minutes - 19.6 MBMo asks Jonathan Reckford: Tell us a development or growth story that you're really particularly proud of. Jonathan tells the story of a complex corporate partnership between Habitat for Humanity and Hilty, and how they’ve worked together closely after building a relationship over the years. Each year, the two organizations began to work more closely together and started developing new innovative approaches to achieving their mutual goals. There's not only funding, but it's making both ...
Jonathan Reckford's Favorite Business Development Strategy
June 22, 2022 08:00 - 17 minutes - 24.9 MBMo asks Jonathan Reckford: What’s your favorite science, step, or story from GrowBIG Training or the Snowball System? Jonathan’s first favorite is the Herrmann Brain Dominance Instrument. He uses it all the time in talking with potential partners and tailoring the conversation to how they process information and think. Wrapping your data into a story is a great way to hit on more of the four ways people think, but also make your data more memorable at the same time. Jonathan’s second fa...
What Business Development REALLY Means, According to Jonathan Reckford
June 21, 2022 08:00 - 17 minutes - 24.2 MBMo asks Jonathan Reckford: What's your personal definition of growth? Ultimately, it's all about impact, but in order to make an impact you need fuel. Creating complex partnerships is very aligned with good development practices, which is valuable for Jonathan because growth at Habitat for Humanity means having conversations around fundraising. When he made the mindset switch to solving someone’s problem, raising money became much easier and simpler. It's not about pressuring, or tryi...
Jonathan Reckford on Building Foundations – Time To Get Great At Business Development
June 20, 2022 08:00 - 16 minutes - 23.1 MBMo asks Jonathan Reckford: When did you realize you wanted to grow something big and make an impact? Jonathan had a lot of great role models growing up, with his grandmother being one of the first women in Congress. She would always ask Jonathan what he was going to do to be useful, a mindset that he eventually adopted and grew into. Jonathan assumed he would follow her footsteps into politics and law, but quickly realized after college that law wasn’t what he wanted to do. He later tal...
Marty Fagan Explains Why Passion and Authenticity Are Keys To Successful Relationships
June 18, 2022 08:00 - 42 minutes - 58.2 MBMarty Fagan shares his strategy for entering new markets at TransUnion and why the Three Legged Stool approach to business development is the most effective way to build relationships with complete strangers. Find out why business development is sales plus thought leadership, why valuable relationships, both in life and in business, begin with authenticity and passion, and why persistence is one of the most powerful success habits you can cultivate in your career. Mo asks Marty Fagan:...
Going Back In Time, What Marty Fagan Would Say To His Younger Self
June 17, 2022 08:00 - 8 minutes - 11.5 MBMo asks Marty Fagan: If you could record a video about growth or Business Development, and send it back to your younger self, what would you say? First thing is to be authentic. If you truly are authentic, people can pick up on that. And if you're not authentic, they can pick up on that as well. If you’re talking to someone and you don’t think your solution is a good fit, don’t sell it to them. Closing the sale no matter what may work in the short-term, but it’s a terrible strategy in t...
The Business Development Story That Changed Everything for Marty Fagan
June 16, 2022 08:00 - 8 minutes - 12.7 MBMo asks Marty Fagan: I want you to tell me of a business development story that you're particularly proud of. Marty tells the story of an opportunity he had been pursuing for three years where his persistence really paid off. Despite the lack of traction for multiple years, Marty kept persisting and keeping the lines of communication open because he knew that the area the client needed help in was something they could provide and the importance level was very high for them. Having the g...
Marty Fagan's Favorite Business Development Strategy
June 15, 2022 08:00 - 13 minutes - 18.7 MBMo asks Marty Fagan: When you think of GrowBig Training or the Snowball System, what's your favorite science, step, or story? The Give to Get is the easy answer for Marty. By utilizing the Give to Get, Marty’s team establishes a much stronger relationship with their customer and gets them bought in, drastically increasing the odds of landing the business. You’re becoming a partner with your customer through the process by investing in them, and in return they often begin investing in yo...
What Business Development REALLY Means, According to Marty Fagan
June 14, 2022 08:00 - 9 minutes - 12.9 MBMo asks Marty Fagan: What is your personal definition of business development? Business development is sales but in a different way. You have to think strategically from a thought leadership perspective instead of tactically. Sales and marketing should be integrated, and that’s what happens within the context of business development. This is the approach TransUnion uses to enter new markets. They combine the sales, solutions, and marketing into one coordinated effort. Marty uses the a...
Marty Fagan on Uncovering Needs – Time To Get Great At Business Development
June 13, 2022 08:00 - 7 minutes - 10.6 MBMo asks Marty Fagan: Go back in time and tell me of the moment when you realized growth or business development was something you wanted to dive into. In his role at TransUnion, Marty is helping the organization explore new areas of the market that the business has never participated in before, and that’s where business development has been a critical component. As an unknown entity, it requires an entirely different mindset in how you approach new business. If your brand isn’t really w...
Monty Hamilton Uncovers How to Learn to Appreciate the Problem
June 11, 2022 08:00 - 1 hour - 95.1 MBMonty Hamilton shares the principles and strategies he used to start his career, launch Rural Sourcing, and grow the company up to 1,000 employees. Find out why business always boils down to relationships, why the key to solving client problems is to appreciate those problems, and discover the framework for growing both a business and your personal skills. Mo asks Monty Hamilton: Take us back to the moment when you realized that growth was great and it was something you wanted to focus...
Going Back In Time, What Monty Hamilton Would Say To His Younger Self
June 10, 2022 08:00 - 12 minutes - 17.6 MBMo asks Monty Hamilton: If you could record a video and send it back to your former self, something around business development or growth mindset, what would it say? Monty would tell himself to not settle. Looking back, he can see that he didn’t always have the abundance mindset he needed to grow past barriers. He would also say to take more risks and that it’s okay to fail. The third thing would be to enjoy the journey more and be less fixated on the end destination. The pandemic has...
The Business Development Story That Changed Everything for Monty Hamilton
June 09, 2022 08:00 - 13 minutes - 19 MBMo asks Monty Hamilton: Tell us a business development story that you are really proud of. Monty’s proudest moment occurred three years ago, when they sold a stake in Rural Sourcing to Bain Capital. It took building the right relationships and getting people to believe in the mission, vision, and story of the organization. Monty brought them into the center in Alabama to give them a feel for the culture and the organization beyond the numbers. After visiting the center, Monty and the crew...
Monty Hamilton's Favorite Business Development Strategy
June 08, 2022 08:00 - 17 minutes - 24.8 MBMo asks Monty Hamilton: What’s your favorite science, step, or story from the GrowBIG Training or Snowball System? The blueprint of Monty’s business is think big, start small, scale up. Rural Sourcing started out as a 10 person organization and has since scaled up to 1,000 employees, with the future goal of 3,000 employees and 30 centers all over America. It’s a growth mindset that can be applied across a 10,000 person organization, but it can also be applied to your personal life. Grea...
What Business Development REALLY Means, According to Monty Hamilton
June 07, 2022 08:00 - 17 minutes - 24.4 MBMo asks Monty Hamilton: What is your personal definition of business development? Growth is simply about relationships. Being valuable to someone is intrinsically rewarding. Over the course of Monty’s career, the Give To Get mentality became a core part of how he built the business. Fundamentally, it’s about whether or not you can create a truly authentic and transparent relationship with someone while helping them. Don’t focus on what you’re going to get out of a relationship. Instead,...
Monty Hamilton on Solving Problems – Time To Get Great At Business Development
June 06, 2022 08:00 - 14 minutes - 20.8 MBMo asks Monty Hamilton: Take us back to the moment when you realized that growth was great and it was something you wanted to focus on. Monty landed a job at Arthur Anderson Consulting out of business school, where he got his start learning how to program in COBOL. Business process reengineering and strategy became part of his day to day eventually. It was there that Monty met the group of guys that would start Clarkson Consulting with him in North Carolina. Business development came into...
Andrew Robertson Outlines Principles of Business Development Success
June 04, 2022 08:00 - 1 hour - 99.2 MBAndrew Robertson, CEO of BBDO Worldwide, shares the key principles of business development success that every subject matter expert can immediately apply to their career. Learn how to ensure every business relationship is a triple win, the one BD strategy that will change the way you think about who to build relationships with, and why discipline is the most important factor in your ultimate success and why it’s a skill that everyone can master. Mo asks Andrew Robertson: When did you f...
Going Back In Time, What Andrew Robertson Would Say To His Younger Self
June 03, 2022 08:00 - 11 minutes - 16.2 MBMo asks Andrew Robertson: If you could wave a magic wand and record a video around business development and send it back to your younger self, what would it say? There is very little in business that is as satisfying as business and relationship development. Landing a client and then getting them big wins is fulfilling and it’s a wonderful thing to be good at. Define victory as a series of steps, instead of an end result. This makes the journey rewarding and not just about the destination...
The Business Development Story That Changed Everything for Andrew Robertson
June 02, 2022 08:00 - 17 minutes - 24.4 MBMo asks Andrew Robertson: Tell me a business development story that you're particularly proud of. Andrew tells the story of a client in London that BBDO had been working with for 20 years and how they lost most of that client’s work after delivering a terrible piece starring John Cleese. Instead of bailing on the client completely, Andrew and the team decided to stick with the unglamorous work that remained and deliver excellent results for the client, knowing that eventually, the rival c...
Andrew Robertson's Favorite Business Development Strategy
June 01, 2022 08:00 - 13 minutes - 18.7 MBMo asks Andrew Robertson: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Writing down the seven relationships that are the most important to growing the business was a technique that changed the way Andrew thought about business development. Andrew has a lot of great relationships with CEOs in various other businesses, but a lot of them didn’t start out at the top. Those relationships were nurtured over time with people that moved up in their ...
What Business Development REALLY Means, According to Andrew Robertson
May 31, 2022 08:00 - 19 minutes - 26.8 MBMo asks Andrew Robertson: What is your personal definition of business development? Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business development ambassador. Raving fans turn into your own personal sales force. Focusing on the win for the client secures the win for the business. If your client wins enough, they become predisposed to become a raving fan, but you still have t...
Andrew Robertson on Relationships – Time To Get Great At Business Development
May 30, 2022 08:00 - 17 minutes - 25 MBMo asks Andrew Robertson: When did you first realize that business development or relationship development was a good thing? The first time Andrew realized business development was fundamentally about discipline was while working as a barman in Maidenhead where he learned how to connect with people and build rapport very quickly. It was there he met an insurance broker that offered him a job. As a student working in the evenings, Andrew learned that if he made 100 phone calls on Monday ni...
Dennis Baltz and the Importance of Helping People With a Purpose
May 28, 2022 08:00 - 1 hour - 86 MBDennis Baltz shares the wisdom he’s picked up during his 30-year career in helping people solve some of the most challenging risk problems in the world and how being focused on helping people with a purpose has allowed him to work with dozens of Fortune 1000 companies. Learn how to be strategically helpful and how that eliminates the fear from the sales process, the three question framework that is Dennis’s guiding principle for working with prospects, and why business development isn’t as d...
Going Back In Time, What Dennis Baltz Would Say To His Younger Self
May 27, 2022 08:00 - 13 minutes - 19 MBMo asks Dennis Baltz: If you could go back in time and record a video around business development to send to your younger self, what would it say? Dennis would say “It’s not that deep” Business development can be simple. Trust yourself and start sooner. Dennis spent the first 15 years getting the expertise he thought he needed to be able to sell, but you can start helping people much sooner than that. Business development as a discipline is something that’s missing for young people. We ...
The Business Development Story That Changed Everything for Dennis Baltz
May 26, 2022 08:00 - 10 minutes - 15.3 MBMo asks Dennis Baltz: Tell me a business development story that you are really proud of. In the insurance and risk industry, the sales cycle is somewhere between three to five years, so it’s definitely about playing the long game. Organizations aren’t always ready to implement new ideas, but by building the relationship and sharing ideas with prospects you increase your chances of eventually landing the client. One of the business development stories that Dennis is most proud of is an e...
Dennis Baltz's Favorite Business Development Strategy
May 25, 2022 08:00 - 13 minutes - 19.1 MBMo asks Dennis Baltz: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Dennis loved so much of the GrowBIG Training, but the one that stands out the most is the idea of the Most Important Thing. When working with clients, Dennis uses an MIT one-sheet to communicate all the work streams that they can work on during the engagement as well as including some potentially new approaches they can take advantage of. They are using that very effectively t...
What Business Development REALLY Means, According to Dennis Baltz
May 24, 2022 08:00 - 16 minutes - 22.9 MBMo asks Dennis Baltz: What is your personal definition of business development? Helping people with a purpose. Being strategically helpful is the name of the game. Sales can be fun when you are offering something of value to someone, not just making a sale. Dennis has a stewardship mindset which fits very well into the risk and insurance industry. Helping protect clients from things like cyber risk is both rewarding and extremely valuable to clients. The first step is to understand how ...
Dennis Baltz on Purpose – Time To Get Great At Business Development
May 23, 2022 08:00 - 16 minutes - 23.5 MBMo asks Dennis Baltz: When did you realize that business development is something that would be interesting to you? Dennis’s interest in business development goes all the way back to his high school days in 1987, where he was trying to find people to participate in market studies. It was a tough gig and he had to stretch outside his comfort zone to get things done. Knowing that he had something of value to offer to the people gave him the confidence to ask for something they may not be in...
Chris Graham Elaborates on Thinking Bigger, Quicker
May 21, 2022 08:00 - 1 hour - 84.8 MBChris Graham shares his growth story of both personal and professional development, and how he uses his skills and connections in his private equity firm Crown Capital Investments to impact the communities and families of the businesses they’re invested in. Learn how Chris developed the skills needed to create powerful relationships, but also the internal mindset he was missing that prevented him from scaling his impact to what he knew it could be; how to think bigger, quicker, and how to fi...
Going Back In Time, What Chris Graham Would Say To His Younger Self
May 20, 2022 08:00 - 13 minutes - 19.3 MBMo asks Chris Graham: If you could record a video around growth skills and send it to your younger self, what would it say? Chris’s message would be simple: Think bigger, quicker. Chris had been entrepreneurial his whole career, but he didn’t have the vision at the time to be able to make the leap to start his own law firm. Before starting Crown Capital, Chris didn’t know exactly what a private equity firm did on a day-to-day basis, but he knew he was interested and there was an opportu...
The Business Development Story That Changed Everything for Chris Graham
May 19, 2022 08:00 - 14 minutes - 20.5 MBMo asks Chris Graham: What growth story are you most personally proud of? Making the pivot from law to private equity is the thing that Chris is the most proud of. The pivot was hard and took a long time but it has allowed him to make more impact than ever before. One of the examples that Chris talks about is a company where Chris implemented his methodology of growth and after 19 months they grew from $2.3 million to $4.9 million in profit. Rather than just generate more sales, Chris hel...
Chris Graham's Favorite Business Development Strategy
May 18, 2022 08:00 - 12 minutes - 17.2 MBMo asks Chris Graham: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? One of Chris’s favorite strategies actually came from one of Mo’s Grow Big Playbook emails about how long your emails should be. When you’re in a moment, it can be hard to step back and see the bigger picture. Try to get a greater perspective and see if what you are considering is being given too much or too little importance. Whenever you’re worried about whether something ...
What Business Development REALLY Means, According to Chris Graham
May 17, 2022 08:00 - 13 minutes - 19.2 MBMo asks Chris Graham: What is your personal definition of growth? Chris has always been driven by learning new things. Since he spends nearly all his time now selling, he focuses on reteaching all the things he has learned over the years. What people really want is for someone to help them identify problems they didn’t even know they had and help them solve those problems. As experts, it’s very easy to get so focused on what you know that you aren’t even aware of the issues that are jus...