Top 5 Business Development Strategies for Young Professionals (Part 1)

Top 5 Business Development Strategies for Young Professionals (Part 1)

Ambitious young professionals who desire massive improvement in their business development success must implement an efficient and effective plan. A solid plan includes practical strategies for generating new business.  The following strategies in this series are designed to access innovative ideas that young professionals can harness to exponentially increase their book of business.

1.     Stop Inefficient Activities

A successful business development strategy is an efficient one. Accepting every networking event invitation, spending too much time and money on referral sources who fail to reciprocate, and pursuing a potential client without the assistance of a more senior member of one’s firm are examples of inefficient activities. In a young professional’s career success in originating business oftentimes comes from excising activities and strategies that simply do not work. Thus, before any other business development strategy can be effectively implemented, one must be willing to make an honest assessment of those strategies to date that have not yielded marked results, and then stop them immediately.

In the next post, we will discuss another top business development strategy, namely, Find a Mentor.


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Release of New Happiness Book!

I am excited to announce the release of my new happiness book, titled, Happy is Cool: How to Ignite the True Happiness in You.

My work on the book started out simply as a labor of love for my kids–I was trying to put down on paper some of the things I could think of that might help my kids increase the likelihood of living happy and fulfilling lives.  After I let some friends read what I had prepared , they encouraged me to keep writing, and develop the content, and provide examples, anecdotes, and other stories to flesh out the ideas.  I then structured the book similar to a coaching session, where an idea is considered, questions are asked, there is reflection and visualization about the idea, and goals are set.  The original coaching-session like approach to the topic of happiness in Happy Is Cool is something I hope readers will find practical and effective in increasing their personal levels of happiness for the long term.

I would be honored if you would read the book!  Click on the book cover below to purchase Happy Is Cool on

PP Native Cover.4476571_front cover


And remember:  Be Happy!  Be Cool!



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The Happiness Sales Edge: Implementation

The last several posts have identified something that can unleash a massive surge in our potential to develop business:

Our personal level of happiness!

The extensive academic research on happiness and neuroscience and the wisdom of major thought leaders in the field of Positive Psychology provide a workable framework within which to use our personal happiness to boost sales success.  With a firm understanding of the academic definitions of happiness and the benefits of positive emotion, we can utilize practical interventions that can increase our happiness level.  And we can further maximize our happiness by considering the various coaching keys to happiness we have discussed.  With a higher level of authentic happiness, we can enjoy the numerous benefits happiness brings that relate to and can increase our sales potential.

As I’ve stated before, happiness is no longer merely a utopian notion with uncertain practical utility.  It can unleash a massive surge in the potential of sales professionals—providing a powerful edge to propel any organization to new heights.

Although Crux Rainmaking–as a business development approach–provides the tools and ideas to propel our sales efforts generally, tapping into the benefits of positive emotion allows us to employ the approach more effectively.  Thus, implement The Happiness Sales Edge now!  Harness your happiness and exponentially increase your sales potential!


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The Happiness Sales Edge: A Final Coaching Key Relevant to Sales Success

A final coaching key particularly relevant for sales professional is:

Remember to Take Time for Yourself

 When we take time for ourselves …

 We allow ourselves to do something we truly love to do.  We can pursue our passions.  We can experience Flow—losing ourselves in an activity.  The research is clear: people who experience Flow on a regular basis are happier than people that don’t.  We can explore our signature strengths.  We are all very busy.  But if we really care about increasing our own personal level of happiness we need to find time for ourselves in our busy lives, to do the things we love to do.

Taking time for yourself is critical for sales professionals because …

Sales professionals oftentimes get consumed in their work.  They are competitive and ambitious.  BUT, we must take time for ourselves—hobbies, interests, relaxation, reading, music, exercising our signature strengths.  For in doing do, we have the opportunity to unleash our happiness to new heights, and in turn, maximizing the positive benefits of happiness in our personal and professional lives.

To incorporate taking time for yourself in one’s life, a sales professional should …

•          evaluate how much time he takes for himself each day, each week.  What does he do for himself?

•          think back to what his hopes and dreams were when younger, and establish a plan on incorporating things he loves to do back into his life.

•          become an expert in time management.  Establish a schedule to be able to perform his work tasks AND pursue outside interests that make him happy.

•          maximize time available for himself by eliminating unnecessary activities during his day.

•          preschedule his personal activities well in advance to avoid conflicts with business or other responsibilities.


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The Happiness Sales Edge: Another Coaching Key Relevant to Sales Success

Happy New Year!  In this post, I will briefly discuss another coaching key that is particularly relevant to sales success.

Taking Risks

When we take risks …

We do not allow routines to deaden us.  While comforting and safe, our routines have a way of slowly reducing our zest for life and our ambition.  For some people, routines are established very early on in life, whether in a business, personal, or other context.  Once established, routines can be difficult to escape.  But we must take risks in life.  If the risk is a calculated one, then whether we succeed or not, there will be a level of satisfaction that is priceless.

Taking risk is critical for sales professionals because …

For sales professionals, routines are equivalent to a sales graveyard.  Sales professionals must constantly examine their sales approach, modifying it regularly to remain relevant and competitive.  Moreover, sales professionals must be willing to take risks, including reaching for larger markets, trying a new sales pitch, or learning a new niche in one’s industry to increase the chance of securing new business.

To incorporate prudent risk taking into one’s endeavors, a sales professional should …

•          write out her normal sales pitch.  Then she should completely rewrite it.

•          make a list of clients she doesn’t think she has a chance of getting for whatever reason, and put together a new plan to get them.

•          become an expert in a new niche to set herself apart from competition.

•          consider changing her pricing structure to lead the way in the market with creative fee structures.

•          consider expansion of her business into a new geographic area, using strategic partners in new areas if necessary.


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The Happiness Sales Edge: Coaching Keys to Boost Happiness & Sales Success

At Intense Coaching and Consulting Worldwide (ICCW), we embrace 30 coaching keys to unlocking happier, more fulfilling lives for the long-term.  These coaching keys are essentially behaviors and thought processes to increase happiness and avoid precursors to unhappiness.  A few of these keys are particularly relevant to those in the sales profession.  In the next few posts I will discuss three of these coaching keys.

Empathizing with Others

When we empathize with others …

We put ourselves in their shoes.  We try to see things from their point of view.  We try to feel the way they feel.  By so empathizing with other people, we are better able to develop friendships with them, communicate with them, and understand them.  In other words, we are able to build and sustain better relationships with others.  Better relationships with others make us happier.

Empathy is critical for sales professionals because …

If a sales professional cannot put himself in the shoes of a prospect (i.e., understanding the prospect’s needs, concerns, goals), then the likelihood of effecting a sale is vastly reduced.  An emotional and/or other disconnect between buyer and seller is likely to arise, defeating the goal of either party.

To increase empathy, a sales professional should …

             Practice listening skills so as to insure that he is clearly understanding the prospects needs, concerns, and goals both personally and professionally

             Envision himself in the shoes of the prospect to better understand the prospect’s needs, concerns, and goals from the prospect’s perspective

             Identify common ground with a prospect on a personal level to establish, and then increase, the personal bond between himself and the prospect

             Utilize NLP techniques (e.g., mirroring and matching) to create more efficient and accurate communication between himself and the prospect

             Take time to verbally express his understanding of the prospect’s needs, concerns, and goals so as to reassure the prospect that he clearly understands them


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The Happiness Sales Edge: Happiness Intervention #’s 2 & 3

Here are two more simple interventions that can increase your happiness level, putting you in the best position possible to maximize the results of your business development endeavors:

Happiness Intervention #2:  Acts of Kindness

Perform random acts of kindness each day.  Any act of kindness to another person will suffice (e.g., offering to assist someone in need, providing directions to a stranger, or helping a co-worker, putting change in parking meters, helping their friends with homework, visiting someone in the nursing home, shoveling snow for an older neighbor).  Sales professionals might send along a gift to a prospect, invite a prospect to a fun event, or refer business to a prospect.

Happiness Intervention #3:  Processing Positive Experiences 

Write, talk, or think privately about positive life experiences for fifteen minutes on three consecutive days.  One could write down or recount those times when he or she was successful in doing something at work, at home, with kids, in sports, winning an award, helping someone, achieving a goal, or when someone thanked you for something.  Sales professionals could write down or recount those times when he or she was successful in making sales, or when customers thanked him or her for excellent service.

As with Happiness Intervention #1, the above interventions are simple to implement, and can yield massive benefits for one’s personal level of happiness, thus increasing the likelihood of sales success! 


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