Latest / What is Business Development? / Episode 134: HUMAN-WISE with Helen Wada

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Episode 134: HUMAN-WISE with Helen Wada · What is Business Development?

• 0:03
  Speaker 1: Welcome to the Business Development podcast, brought to you by
• 0:06
  Speaker 1: the Global Business Development Association, delivering the strategies and tactics
• 0:11
  Speaker 1: to boost your career and corporate growth.
• 0:21
  Speaker 2: Hello BD Pros, and welcome to the Global Business Development
• 0:24
  Speaker 2: Association podcast called What is Business Development Now? Folks? We
• 0:30
  Speaker 2: talk a lot about human centric leadership, putting people, culture,
• 0:35
  Speaker 2: and inclusivity at the heart of business. But in today's
• 0:41
  Speaker 2: competitive world, success is still often associated with being results
• 0:45
  Speaker 2: focused and aggressive, which can seem like the opposite of
• 0:50
  Speaker 2: being human. So is it possible to put humanity at
• 0:54
  Speaker 2: the heart of what we do without sacrificing performance. Well,
• 0:58
  Speaker 2: if you're a listener to this show, so you know
• 1:01
  Speaker 2: that human element is so critical and I can't wait
• 1:04
  Speaker 2: to jump into discussing a new book that puts this
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  Speaker 2: human element right at the center of the business development
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  Speaker 2: profession with our guest today, Helen Wada. But before we
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  Speaker 2: jump into that, let me tell you about another book
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  Speaker 2: that emphasizes a lot about the human centered focused on
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  Speaker 2: business development and success in the business world today, and
• 1:28
  Speaker 2: that book is The Business Development Body of Knowledge. It's
• 1:31
  Speaker 2: available on Amazon. Once you read the book, then you
• 1:36
  Speaker 2: can take your Business Development Professional certification and you can
• 1:40
  Speaker 2: get a lot of information on how to get your
• 1:42
  Speaker 2: certifications along with other certifications that we have available at
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  Speaker 2: the Global Business Development Association website that's located at GBD
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  Speaker 2: Association dot org. Now, let me tell you about another
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  Speaker 2: book that I think folks will really enjoy learning about today.
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  Speaker 2: It's called Human Wise, how to Lead from Within and
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  Speaker 2: Sell with Confidence. Again, that's Human Wise, how to Lead
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  Speaker 2: from within and Sell with Confidence. And our guest author
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  Speaker 2: today is Helen Wada. Now let me tell you a
• 2:16
  Speaker 2: little bit more about the book. Now, this book is
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  Speaker 2: drawing upon coaching principles from Human Wise, and it offers
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  Speaker 2: a unique practical framework to help you explore these ideas
• 2:32
  Speaker 2: for yourself and then apply them to others around you.
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  Speaker 2: And a little bit about Helen's background. She has thirty
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  Speaker 2: years of commercial experience with ten years as an executive
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  Speaker 2: coach where she offers one to one coaching for individuals
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  Speaker 2: looking to stretch their style and make a difference. And
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  Speaker 2: she also runs group coaching programs to support development of
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  Speaker 2: human centered commercial leaders and it helps all of her
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  Speaker 2: clients develop the confidence to sell and influence and focusing
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  Speaker 2: on what you need to do differently and In her
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  Speaker 2: coaching approach, she starts with the individual, who you are
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  Speaker 2: and what matters to you, and then leverages a human
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  Speaker 2: approach to selling and influencing that is equally applicable to
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  Speaker 2: leadership and life. Wow, we all love the human element
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  Speaker 2: to business development. Helen Wada, thank you so much for
• 3:33
  Speaker 2: joining us on the show.
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  Speaker 3: Thank you, Tony. It's absolutely great to be here.
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  Speaker 2: So Helen, tell us a little bit. I mean, you've
• 3:41
  Speaker 2: been in the industry for a long time and you've
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  Speaker 2: seen a lot of things. Tell us a little bit,
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  Speaker 2: first of all about how you started in the industry
• 3:49
  Speaker 2: about the same time I did. I'd love to hear
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  Speaker 2: your perspectives. And then also why why did you write
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  Speaker 2: the book?
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  Speaker 3: Thanks Tony. It's interesting you talk about having been in
• 4:01
  Speaker 3: the industry for thirty years. I'm actually a chartered accountant
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  Speaker 3: by original trade. I didn't move into sales for quite
• 4:10
  Speaker 3: a long time actually, And for those people that know
• 4:13
  Speaker 3: the business, I was with Arthur Anderson when it was
• 4:16
  Speaker 3: alive many many moons ago. That dates me. But I
• 4:19
  Speaker 3: was in audit and private equity and I actually looked
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  Speaker 3: up at the partnership and I didn't want to sell.
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  Speaker 3: I didn't want to be out in the market. That
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  Speaker 3: just wasn't me. And so actually I left just as
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  Speaker 3: the business was going under, very sadly, and moved into
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  Speaker 3: a role in industry actually with Fox Family Worldwide and
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  Speaker 3: Disney and did a number of years there. Actually studied
• 4:39
  Speaker 3: a master's in Management development and organizational change because I
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  Speaker 3: was really interested in the people side of business. Thought
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  Speaker 3: I might move into HR. Didn't do that, went traveling,
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  Speaker 3: came back and joined KPMG and the consulting team, and
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  Speaker 3: it was from that piece that I ran. I had
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  Speaker 3: a number of years in consulting. Still I wasn't really selling,
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  Speaker 3: I had two children, moved across into a sort of
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  Speaker 3: coo role, and then like you wasted, what do you
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  Speaker 3: want to do? And I missed clients, I missed being
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  Speaker 3: out on that front line, and they were recruiting for
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  Speaker 3: some sales managers and leaders, and I said, well, I
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  Speaker 3: could do that. Bear in mind I'd never wanted to sell,
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  Speaker 3: and so they let me dip the toe in my
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  Speaker 3: water and that was just the start of the career.
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  Speaker 3: And so for the last six years of my life
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  Speaker 3: at KPMG, I was a global client leader responsible for
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  Speaker 3: sales across the business in the tech media and comms,
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  Speaker 3: and so really that's the genesis of how I moved
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  Speaker 3: into sales from somebody that quite frankly didn't like sales
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  Speaker 3: and never wanted to be in sales.
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  Speaker 2: Wow. Well, you know a lot of folks that are
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  Speaker 2: listening to this podcast are professional accountants, attorneys, program managers
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  Speaker 2: at large firms, and a lot of them never intended
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  Speaker 2: to be business developers or let alone salespeople. And there
• 5:57
  Speaker 2: is a distinctive difference between those two roles, and it's
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  Speaker 2: certainly nothing that they taught you in accounting school. I
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  Speaker 2: bet right so, and I think a lot of folks
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  Speaker 2: enter the professional world with this kind of a notion
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  Speaker 2: that sales is not something that they want to do
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  Speaker 2: for many reasons. They want to focus on their profession.
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  Speaker 2: But you know, candidly, you've been with some of the
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  Speaker 2: top accounting firms in the world, and you are also
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  Speaker 2: with a large fortune five hundred that I think pretty
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  Speaker 2: much anybody listening to the show anywhere in the world
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  Speaker 2: would know Disney, and they're very human centered focused in
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  Speaker 2: the Disney Corporation. So I think it's no surprise that
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  Speaker 2: you have a wonderful perspective that a focuses on a
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  Speaker 2: human centered focus, but b you approach it from the
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  Speaker 2: standpoint of somebody who never had any intention of entering
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  Speaker 2: business development. But yet so many people do actually enter
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  Speaker 2: the business development profession from a completely different profession and
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  Speaker 2: certainly never had any kind of academic training in the profession.
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  Speaker 2: So it's so wonderful to have folks like you who
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  Speaker 2: have had a career like this because I think it
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  Speaker 2: represents a majority of the people in the BD profession. So, Helen,
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  Speaker 2: let's jump right into the book. Let's start with the
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  Speaker 2: top takeaway that you would like to share with us
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  Speaker 2: from your book. And again, folks, we're talking about human Wise.
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  Speaker 2: This is Helen's book, human Wise, How to leave from
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  Speaker 2: within and sell with confidence in Helen, I think you
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  Speaker 2: have a copy of the book in your hands as well.
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  Speaker 2: Right there we go.
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  Speaker 3: I have a copy. One one of the key things
• 7:48
  Speaker 3: from the book is the coaching principles that run through
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  Speaker 3: the book. So I trained as an executive coach and
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  Speaker 3: it's those skills that I bring out in human Wise
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  Speaker 3: and how we can use those skills in business development.
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  Speaker 3: So the first tactic or the takeaway that you would
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  Speaker 3: say for me is how you show up. It's the
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  Speaker 3: age of the human. I run through the pneumonic human
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  Speaker 3: how you show up, and that for me is about
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  Speaker 3: not just what you want to say, but how you
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  Speaker 3: need to be, how you want to focus on how
• 8:20
  Speaker 3: much you want to be in the moment, and sometimes
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  Speaker 3: like writing top three words at the top of your
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  Speaker 3: page to think not just what we want to say,
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  Speaker 3: but how you want to be in the moment with
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  Speaker 3: your client conversations, reminding yourself of why you what's your value,
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  Speaker 3: what's your story? I think so often in business development
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  Speaker 3: we struggle to think what is it that we're bringing,
• 8:44
  Speaker 3: but actually it's reminding ourselves of that value that we
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  Speaker 3: bring to our clients before we go into the conversations.
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  Speaker 3: Is really important That how you show up for me
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  Speaker 3: is number one.
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  Speaker 2: Yeah, okay, so how you show up is the number
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  Speaker 2: one takeaway that really kind of sets the wheels in
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  Speaker 2: motion of the entire mnemonic. And when you say how
• 9:08
  Speaker 2: to show up? Are you kind of advocating that your
• 9:12
  Speaker 2: clients when they go into say a prospect call for
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  Speaker 2: the first time, are they kind of running through the
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  Speaker 2: first of all their win themes, the value that their
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  Speaker 2: company provides thinking about their competitive differentiators and maybe some
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  Speaker 2: of the ghosting themes when talking through those, or is
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  Speaker 2: it even at a higher level of hey, what's their
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  Speaker 2: overarching purpose in all of this discussion to deliver value
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  Speaker 2: to the prospect first and foremost and then talk about
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  Speaker 2: their competitive their capabilities and their competitive differentiators. How do
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  Speaker 2: you how do you kind of have them walk through
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  Speaker 2: that before they step in the door.
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  Speaker 3: For me, it's that take taking a step back, it's
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  Speaker 3: the overall purpose, why are they there? What's the value
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  Speaker 3: that they bring? And thinking about their story, why they're
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  Speaker 3: reminding themselves of the reason that they're in the room,
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  Speaker 3: the reason that they're there to have the conversation. And
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  Speaker 3: then once you do that, it's well, how do I
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  Speaker 3: want to be as a coach? Retapping to sort of
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  Speaker 3: the head, heart and gut. And I think so often
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  Speaker 3: we don't. We think about all the preparation the conversation
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  Speaker 3: we want to have, but less about how we want
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  Speaker 3: to be in the room in the conversation. And it's
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  Speaker 3: how you be, how you are that you can shape,
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  Speaker 3: you know, the psychological safety You've create a safe space
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  Speaker 3: to have a conversation with your clients. So that's what
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  Speaker 3: I mean when when I talk about how you show up.
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  Speaker 3: We need to understand ourselves first before we can begin
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  Speaker 3: to understand others.
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  Speaker 2: Yeah, that's so beautiful because in chapter two, the business
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  Speaker 2: development Body of Knowledge, this is where we start all
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  Speaker 2: of the discussion. It all the first principle of business
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  Speaker 2: development is trust. Trust is proven through neuroscience that it
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  Speaker 2: consists of purpose, empathy, and truth. And you just started
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  Speaker 2: with the first building block, which is purpose. What's your
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  Speaker 2: personal purpose in life and what's your prospect or customer's purpose?
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  Speaker 2: And there needs to be purpose alignment. And it's important
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  Speaker 2: for you to know what your purpose is. But also
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  Speaker 2: it's important for your prospects and customers to know what
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  Speaker 2: your purpose is so that they can feel at comfortable
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  Speaker 2: and at ease in those initial discussions, knowing, all, right,
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  Speaker 2: I need to get from point A to point B.
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  Speaker 2: This is an individual who is also headed towards point B.
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  Speaker 2: They've been there many times before and they can guide
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  Speaker 2: me there. And that's our role as business developers is
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  Speaker 2: first and foremost to be purpose aligned. So I love
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  Speaker 2: where you started off. Let's now move on to dare
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  Speaker 2: I say the you in the next key takeaway is
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  Speaker 2: that right, that's right you.
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  Speaker 3: It's really aligned to that empathy that you talked about,
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  Speaker 3: only because it's about understanding others and what do I
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  Speaker 3: mean by that? For me, it's about planning your questions
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  Speaker 3: as much as your content. So when you're developing business,
• 12:12
  Speaker 3: it's not just about what you want to say, but
• 12:14
  Speaker 3: what you want to understand. Where are they coming from?
• 12:18
  Speaker 3: Where are your customers coming from? Really learning how to listen,
• 12:22
  Speaker 3: that's the skill. I was running a coaching program this morning,
• 12:26
  Speaker 3: and for me, listening is one of the most underrated
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  Speaker 3: commercial skills we have. Like it's a muscle and it
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  Speaker 3: takes practice. I've been coaching for over ten years and
• 12:37
  Speaker 3: still I'm working that listening muscle, focusing on your presence,
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  Speaker 3: understanding what's really important to your customers, both from a
• 12:45
  Speaker 3: professional point of view but also a personal point of view.
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  Speaker 3: You mentioned trust. You know, we talk about credibility reliability,
• 12:51
  Speaker 3: but for me, trust the cornerstone is that professional intimacy
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  Speaker 3: that you can create to really deepen the relationships with
• 13:00
  Speaker 3: your potential clients and customers. And also, when you're listening,
• 13:04
  Speaker 3: you're listening for what's not being said as much as
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  Speaker 3: what is for being said, and that for me taps
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  Speaker 3: into our senses. It's not just what we're hearing, it
• 13:12
  Speaker 3: about what we're sensing and what we're feeling. Because when
• 13:16
  Speaker 3: we tap into those senses, that's when we can start
• 13:19
  Speaker 3: to get a real deep connection with our customers to
• 13:22
  Speaker 3: really help to develop the business and move forward.
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  Speaker 2: Well, this is an exciting second key takeaway because we've
• 13:30
  Speaker 2: had a lot of folks come on the show and
• 13:32
  Speaker 2: they do talk about this empathetic listening, understanding and really
• 13:38
  Speaker 2: being an active listener and engaged listener. And it's proven
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  Speaker 2: by multiple studies that those business developers who talk the
• 13:49
  Speaker 2: last succeed the most. And it's almost shocking the lack
• 13:56
  Speaker 2: of talking and the correlation between indirect proportional talk less
• 14:01
  Speaker 2: succeed more. And so what I like to pull the
• 14:05
  Speaker 2: thread on a little bit more, Helen, because you said
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  Speaker 2: something very intriguing and that is the key on the
• 14:10
  Speaker 2: things that are not said by your prospects and customers.
• 14:14
  Speaker 2: Tell us a little bit more about how you coach
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  Speaker 2: your clients your students to be tuned into what's neead
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  Speaker 2: I mean, are you saying that they should walk into
• 14:26
  Speaker 2: the meeting and kind of have a list of things
• 14:28
  Speaker 2: that typically prospects and customers will say or they may
• 14:34
  Speaker 2: have objections toward you. Are you talking about something a
• 14:38
  Speaker 2: little bit more visceral than that. How are you coaching
• 14:41
  Speaker 2: your students to have those discussions.
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  Speaker 3: It's a great question, Tony. I think number one, it
• 14:47
  Speaker 3: goes back to that how you show up and reminding
• 14:49
  Speaker 3: yourself of your experience that you have so that you
• 14:54
  Speaker 3: know what other customers are doing. You know you have
• 14:56
  Speaker 3: that in your core. But actually it it's about reading
• 15:01
  Speaker 3: the room. It's about asking questions to go deeper and
• 15:06
  Speaker 3: constantly asking what else? What else? Because for me asking
• 15:13
  Speaker 3: that and then holding the silence to see what emerges,
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  Speaker 3: because actually, if you hold the space you talked about
• 15:22
  Speaker 3: it there, that's when you get the rich, the golden
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  Speaker 3: nuggets of what's really important to people. And when you
• 15:30
  Speaker 3: go into your sensing and feeling. If somebody's saying something
• 15:33
  Speaker 3: but actually it doesn't feel right or their facial expression
• 15:37
  Speaker 3: doesn't correlate with what they're saying, what are you sensing?
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  Speaker 3: You know, and playing it back to say, I hear
• 15:44
  Speaker 3: what you're saying, Yeah, what you're saying, Tony, but actually
• 15:47
  Speaker 3: I'm sensing that there's something else there, is that right?
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  Speaker 3: Or you know, am I missing something? And just by
• 15:55
  Speaker 3: tapping into our senses, you can often take the conversation
• 15:59
  Speaker 3: in a completely DiMAGE and that's when you get to
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  Speaker 3: the real get professional intimacy and developing the business and
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  Speaker 3: what's really important to your clients.
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  Speaker 2: Yeah, I love what you did right there because you
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  Speaker 2: tapped into a couple of things. First of all, that's
• 16:17
  Speaker 2: a form of active listening, is trying to understand what's
• 16:19
  Speaker 2: not being said to provide that space for your prospects
• 16:25
  Speaker 2: to answer first and foremost. So it can be tough,
• 16:28
  Speaker 2: it could be a tough muscle memory to build as
• 16:31
  Speaker 2: business developers, particularly for those that are probably extroverted, and
• 16:34
  Speaker 2: they love to talk and they love to engage, and
• 16:37
  Speaker 2: it can be really exciting and fun to talk to
• 16:40
  Speaker 2: your prospects and customers. But you don't want to monopolize
• 16:44
  Speaker 2: that conversation and you don't want to stifle the opportunity
• 16:48
  Speaker 2: give them a little grace in being to answer. And
• 16:52
  Speaker 2: I'm guilty of it. We're all guilty of doing this
• 16:54
  Speaker 2: as thinking through our next talking point, as opposed to
• 16:59
  Speaker 2: just being present in the moment and just not talk
• 17:03
  Speaker 2: not saying anything to them, to let them and not
• 17:07
  Speaker 2: fill the space and give them that opportunity to really
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  Speaker 2: and sometimes it could be uncomfortable. I mean, it could
• 17:12
  Speaker 2: be like a ten second pause. But it's amazing the
• 17:17
  Speaker 2: things I have experienced when you do that, it is
• 17:22
  Speaker 2: it is groundbreaking. And I also like what you said
• 17:28
  Speaker 2: about using the word sense. I sense you have a
• 17:32
  Speaker 2: hard feeling about this. I sense there was something more
• 17:35
  Speaker 2: that you wanted to say. Is that right? I think
• 17:38
  Speaker 2: that that word itself demonstrates to them that you are
• 17:43
  Speaker 2: being empathetic, You're doing more than listening, and I think
• 17:50
  Speaker 2: that kind of evokes a response for them to first
• 17:53
  Speaker 2: of all, think okay. You know, because in their minds,
• 17:57
  Speaker 2: maybe they didn't even realize they were pausing. Maybe in
• 18:00
  Speaker 2: their minds they weren't trying to hide anything or withhold anything.
• 18:04
  Speaker 2: But you queued into that body language. You queued into
• 18:07
  Speaker 2: that pause when they were talking. You queued into the
• 18:10
  Speaker 2: fact that their eyes diverted to a colleague across the table,
• 18:14
  Speaker 2: you know, when before they said something. So I think,
• 18:18
  Speaker 2: you know, queuing into those nonverbal demonstrations, the things that
• 18:24
  Speaker 2: they are saying nonverbally, is really powerful because it sends
• 18:28
  Speaker 2: some really powerful messages to them that A, you're being empathetic,
• 18:32
  Speaker 2: you're paying attention, and you really care about ultimately what
• 18:37
  Speaker 2: they feel. But more importantly, you want to know what
• 18:40
  Speaker 2: were they really thinking? So this is exciting. Okay, Helen,
• 18:43
  Speaker 2: let's jump into the third key takeaway from your book,
• 18:48
  Speaker 2: which I suspect begins with, m is that correct? In
• 18:52
  Speaker 2: my quick study?
• 18:54
  Speaker 3: You're a quick study. You're quite loud. It's a simple nymonic,
• 18:57
  Speaker 3: but it really works. We work with love it. You're right,
• 19:01
  Speaker 3: it's mindset matters. And actually we're going to continue with
• 19:05
  Speaker 3: the theme of that curiosity because for me, when I
• 19:10
  Speaker 3: talk about mindset matters, I talk about a commercial focus
• 19:14
  Speaker 3: for developing business, but with a coaching approach. You see,
• 19:18
  Speaker 3: there's a coaching theme that runs through this. This doesn't
• 19:21
  Speaker 3: mean that we're coaching our clients all the time, but
• 19:23
  Speaker 3: what it does mean is that we're really blending a
• 19:26
  Speaker 3: commercial focus. What's important to you, what's important to your business,
• 19:30
  Speaker 3: what's the outcome? You're looking for that purposefulness of the conversation,
• 19:36
  Speaker 3: but with a coaching approach to the way in which
• 19:38
  Speaker 3: you're having the conversation, and that's about being open being curious,
• 19:43
  Speaker 3: being challenging in coaching with challenging our clients, but it's
• 19:47
  Speaker 3: also being client centered. The one key thing about the
• 19:51
  Speaker 3: coaching approach and anything we do is putting your client
• 19:54
  Speaker 3: at the heart of the conversation. And that's what we
• 19:57
  Speaker 3: do when we're really developing business. It's about putting our
• 20:00
  Speaker 3: clients at the heart of the conversation. What's important to them,
• 20:03
  Speaker 3: why is it important to them, and how might you
• 20:06
  Speaker 3: be able to help. But you need to blend that.
• 20:08
  Speaker 3: I talk about an infinity loop of a commercial focus
• 20:12
  Speaker 3: and a coaching approach intertwined with the right mindset that
• 20:17
  Speaker 3: ultimately delivers the value in the conversation that you're having.
• 20:22
  Speaker 2: Yeah, I love this mindset takeaway because it is so
• 20:28
  Speaker 2: fundamental for us to go in with the coaching mindset.
• 20:32
  Speaker 2: And yes, you can coach them on the capabilities of
• 20:37
  Speaker 2: what your solution is. But I also like how you
• 20:41
  Speaker 2: mentioned challenging your prospects and your clients. And that doesn't
• 20:45
  Speaker 2: mean to be aggressive or combative. I think some people
• 20:48
  Speaker 2: misunderstand it. It's simply to say things like and this
• 20:51
  Speaker 2: is what I've used as Oh, that's interesting you told
• 20:54
  Speaker 2: me that, because I've heard and I've seen some of
• 20:59
  Speaker 2: your petitors do X y Z, is this is an
• 21:02
  Speaker 2: issue for you? Or I've seen this trend or I
• 21:05
  Speaker 2: saw a recent study that said, XYZ, is this something
• 21:09
  Speaker 2: helpful for you? Is this a challenge your experience? Because
• 21:12
  Speaker 2: if it is, I think I have an answer for
• 21:14
  Speaker 2: you and sometimes kind of guiding them in an area
• 21:18
  Speaker 2: that was probably a blind spot for them. That's what
• 21:22
  Speaker 2: I think we mean by challenging, right, Helen, I mean
• 21:25
  Speaker 2: this is what you're coaching your students to do.
• 21:27
  Speaker 3: It is it's that it's helping to move their thinking
• 21:32
  Speaker 3: forward again, bringing that coaching approach. In a coaching conversation,
• 21:36
  Speaker 3: you're purely you're helping people to think through things for themselves.
• 21:42
  Speaker 3: In a business development conversation, your aim is to create
• 21:46
  Speaker 3: insight for clients and for me. That can be done
• 21:48
  Speaker 3: in two ways. Yes, you can bring information, but also
• 21:52
  Speaker 3: you can create insight through the conversations that you have
• 21:55
  Speaker 3: and by the questions that you ask and by joining
• 21:59
  Speaker 3: the dot and by challenging them, having created that safe
• 22:04
  Speaker 3: space that they trust you, You trust them your their
• 22:08
  Speaker 3: interests and what you've got at the heart of your conversation.
• 22:12
  Speaker 3: And actually, if you bring all those things together, and
• 22:16
  Speaker 3: you can help your potential clients have an insight about
• 22:19
  Speaker 3: what's important to them, how can they take things forward.
• 22:22
  Speaker 3: Then naturally, if you're the one that helps them create
• 22:25
  Speaker 3: that insight, then you're much more likely to be the
• 22:28
  Speaker 3: one that might be able to help them solve that
• 22:31
  Speaker 3: problem in the future.
• 22:34
  Speaker 2: Yeah, sharing those insights with your prospects and customers shows that, again,
• 22:41
  Speaker 2: you're being empathetic. You're sharing the truth of what you see.
• 22:45
  Speaker 2: And sometimes they may not want to hear those insights
• 22:47
  Speaker 2: because it's painful for them to hear them, but in
• 22:50
  Speaker 2: the end, you're benefiting them. In the end, you're showing
• 22:54
  Speaker 2: you are purpose aligned, that you are empathetic, and that
• 22:58
  Speaker 2: you want to help them succeed. And those insights can
• 23:03
  Speaker 2: be so powerful. I know we are tempted to share
• 23:07
  Speaker 2: the two remaining letters of the mnemonic and share those
• 23:11
  Speaker 2: insights with everybody, But look, folks, you're going to have
• 23:14
  Speaker 2: to buy yourself a copy of the book if you
• 23:15
  Speaker 2: want to hear about the A and the end. Yet
• 23:18
  Speaker 2: Helen's showing a copy of her book right there here.
• 23:20
  Speaker 2: It is. It's available on Amazon again. It's called Human Wise,
• 23:24
  Speaker 2: How to Lead from Within and Sell with Confidence by
• 23:28
  Speaker 2: Helen Wada and Helen, let me just kind of summarize
• 23:31
  Speaker 2: what we talked about today. Please jump in if I
• 23:33
  Speaker 2: happen to miss something. But we started with the first
• 23:36
  Speaker 2: letter of the mnemonic H inhuman and H means hey,
• 23:42
  Speaker 2: how are you showing up? What's that purpose? What's that
• 23:45
  Speaker 2: purpose that's driving you? What's that purpose that's driving your
• 23:49
  Speaker 2: prospect or your customer? And are you aligned? Are you
• 23:53
  Speaker 2: purpose aligned? Second is the you, and that's having understanding
• 23:58
  Speaker 2: and you know what that means. That means asking great
• 24:00
  Speaker 2: questions and then shutting up pretty much, and then listening,
• 24:08
  Speaker 2: you know, having that active listening mindset, and then finally
• 24:11
  Speaker 2: going into mindset in that mindset of giving. You know,
• 24:15
  Speaker 2: business developers, we're here to give, we're here to coach,
• 24:18
  Speaker 2: and we're here to challenge our prospects and customers so
• 24:23
  Speaker 2: that they can ultimately achieve their purpose. And again, folks,
• 24:27
  Speaker 2: if you want to learn what the A and the NR,
• 24:29
  Speaker 2: we're not going to tell you, you're going to have
• 24:31
  Speaker 2: to get a copy of the book. Again, it's available
• 24:33
  Speaker 2: on Amazon, and Helen, you probably share freely with the
• 24:37
  Speaker 2: A and the NR online with your audience. How can
• 24:40
  Speaker 2: folks follow you? How can they connect with you? Yeah?
• 24:45
  Speaker 3: Absolutely, Tenny, thank you. Best way is probably LinkedIn. I
• 24:49
  Speaker 3: know you've got a global audience, So Helen water Wada
• 24:54
  Speaker 3: the Human Advantage. You'll find The Human Advantage on LinkedIn
• 24:58
  Speaker 3: as well the website www dot the Human Advantage dot
• 25:02
  Speaker 3: co dot uk and you'll find access to register for
• 25:05
  Speaker 3: my newsletter and contact details there. So we run a
• 25:10
  Speaker 3: leadership development executive coaching business that really helps those professionals
• 25:15
  Speaker 3: that were like me all those years ago, that don't
• 25:18
  Speaker 3: like to sell, that are brilliant at what they do,
• 25:21
  Speaker 3: but they just don't like the food of selling. And
• 25:23
  Speaker 3: if that's you tap into human Wise. These skills are
• 25:28
  Speaker 3: not only great for you to think about business development
• 25:31
  Speaker 3: in a new way, but they're also great for leadership
• 25:34
  Speaker 3: both at home and with your teams. So thanks for
• 25:38
  Speaker 3: being on the show, Tony, it's really been a pleasure
• 25:40
  Speaker 3: to be here.
• 25:41
  Speaker 2: Well, Helen, it's wonderful to have you on the show.
• 25:44
  Speaker 2: And folks, again, the book is called Human Wise. It's
• 25:47
  Speaker 2: available on Amazon. If you, as an individual are not
• 25:50
  Speaker 2: comfortable being in a business development rale, or if a
• 25:56
  Speaker 2: bunch of people in your company are not comfortable, you
• 25:59
  Speaker 2: can reach out to Helen. Helen Wada, thank you so
• 26:02
  Speaker 2: much for joining us on the show today.
• 26:04
  Speaker 3: That's been my pleasure. Tony. Have a good afternoon.
• 26:09
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• 26:14
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• 26:18
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• 26:22
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