Latest / What is Business Development? / Episode 126: Top Tactics from "Cut Through" with Dominic Colenso

Transcript

Episode 126: Top Tactics from "Cut Through" with Dominic Colenso · What is Business Development?

• 0:02
  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.
• 0:19
  Speaker 2: Hello bd pros, and welcome to the Global Business Development
• 0:24
  Speaker 2: Association podcast called what is Business Development? Hey, folks, let
• 0:31
  Speaker 2: me ask you this and be candid when you're thinking
• 0:34
  Speaker 2: about the answer in your mind. How many times have
• 0:37
  Speaker 2: you given a pitch or you've heard a pitch and
• 0:40
  Speaker 2: you thought, wow, that pitch or presentation was horrible. Well, listen,
• 0:46
  Speaker 2: yours don't have to be horrible, because today we have
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  Speaker 2: a great guest that's going to walk you through tactics
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  Speaker 2: from his newest book that I think you will really
• 0:57
  Speaker 2: like in a background that will be absolutely fascinating. But
• 1:01
  Speaker 2: before we get to that, let me talk to you
• 1:03
  Speaker 2: a little bit about something else that's very fascinating, and
• 1:07
  Speaker 2: that is the Business Development Body of Knowledge. You can
• 1:11
  Speaker 2: grab your copy of this very fascinating book and it
• 1:15
  Speaker 2: has the core competencies of information that you need as
• 1:19
  Speaker 2: a business developer to understand enter our profession, succeed in
• 1:24
  Speaker 2: our profession. It's written for the BDRs all the way
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  Speaker 2: up to the chief growth officers and once you're done
• 1:29
  Speaker 2: reading the book, well, then you can go to the
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  Speaker 2: website for GBDA and that is Gbdassociation dot org and
• 1:38
  Speaker 2: then get your access to the online exam to get
• 1:43
  Speaker 2: your Business Development Professional certification. And the exam tests everything
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  Speaker 2: that's in the book. The questions come straight out of
• 1:51
  Speaker 2: the book and it is an open book exam perfect
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  Speaker 2: for business developers that are busy on the go. And
• 2:00
  Speaker 2: while you're there, go and grab yourself a copy of
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  Speaker 2: this book. It's the new book from Dominic Colenso and
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  Speaker 2: the book is called Cut Through the Pitch and Presentation Playbook. Now,
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  Speaker 2: you know, when talking about this book and when you speak,
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  Speaker 2: you're not just sharing information with your prospects and your clients.
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  Speaker 2: You're asking them to buy into you and your ideas.
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  Speaker 2: And in a world where attention is at a premium,
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  Speaker 2: you have to cut through that noise. And your pitches
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  Speaker 2: and your presentations aren't just something to wing. The best
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  Speaker 2: presenters prepare with purpose, crafting what to say and how
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  Speaker 2: to say it. Get it right and you will supercharge
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  Speaker 2: your influence, your impact and your results. And the gentleman
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  Speaker 2: who wrote this book, and again, folks, we're talking about
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  Speaker 2: a new book It's available on Amazon and it's called
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  Speaker 2: Cut Through the Pitch and Presentation Playbook from Dominic Kalnso.
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  Speaker 2: A little bit about Dominic. He launched his career as
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  Speaker 2: an actor, director and teacher at some of the United
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  Speaker 2: Kingdom's most prestigious institutions, including the Royal Academy of Dramatic Art.
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  Speaker 2: Experience in the rehearsal room, on stage and in front
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  Speaker 2: of the camera and behind the lens were the foundation
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  Speaker 2: he needed to expand his career into the exciting world
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  Speaker 2: of keynote speaking, training and coaching, and over the last
• 3:35
  Speaker 2: decade he's helped hundreds of sales professionals and business leaders
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  Speaker 2: transform their ability to influence and make an impact and
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  Speaker 2: to take their performance from straight to video to Oscar winning. Well,
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  Speaker 2: that is quite an exciting background on the book and
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  Speaker 2: background for our guests. We welcome Dominic Klenso to stage. Dominic,
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  Speaker 2: welcome to the podcast.
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  Speaker 3: Hey Tony, thanks for having me, great to be here.
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  Speaker 2: Well, it's great to have you and you are the
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  Speaker 2: first professionally trained actor to join the podcast. I would
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  Speaker 2: make the argument that business development is a little bit
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  Speaker 2: of a performance art. So I can't wait to hear
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  Speaker 2: from a professionally trained actor to talk through how did
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  Speaker 2: you get your start in this profession and what drove
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  Speaker 2: you to write the book.
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  Speaker 3: So I was working as an actor and a theater director,
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  Speaker 3: probably about fifteen years ago when a friend came to
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  Speaker 3: me and said, hey, Dominic, you know about storytelling. My
• 4:41
  Speaker 3: team are really struggling. Will you help them come in
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  Speaker 3: and share some of that stuff that you do on stage.
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  Speaker 3: And I'm the sort of person that'll say yes to
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  Speaker 3: anything once, so I thought, why not, Let's give this
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  Speaker 3: a try. And what was fascinating to me was how
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  Speaker 3: transferable the skills that I was using as an actor
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  Speaker 3: and as an acting teacher, how transferable they were into
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  Speaker 3: the world of business, and how people were really able
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  Speaker 3: to grasp them and implement them immediately. And that set
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  Speaker 3: me off on a whole kind of range of explorations,
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  Speaker 3: retraining as a coach, trying to understand the commercial process,
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  Speaker 3: and I got a little bit obsessed, and fifteen years
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  Speaker 3: later it's what I now do full time, and I
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  Speaker 3: take those skills that actors use into the world of
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  Speaker 3: business to help people perform at their best.
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  Speaker 2: Yeah, that's great, and to deliver a high impact. I'm
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  Speaker 2: sure and I'm saying that because I see your previous
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  Speaker 2: book that you published, I think in twenty nineteen or
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  Speaker 2: twenty twenty nineteen. Yeah, the book's called Impact. It's on
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  Speaker 2: the bookshelf behind Dominic. Folks, if you're just listening to
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  Speaker 2: the podcast, he has a beautiful display of his previous book, Impact,
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  Speaker 2: and then of course his latest book. And Folks, if
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  Speaker 2: you're watching and you can't quite see it on the bookshelf,
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  Speaker 2: I'm just going to pop it up on the screen
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  Speaker 2: more time. Here's the cover. It's called Cut through the
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  Speaker 2: Pitch in Presentation Playbook. So, Dominic, let's jump into some
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  Speaker 2: of the key tactics from your book. What would be
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  Speaker 2: tactic number one that you would like to talk about?
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  Speaker 3: The book is full of tactics, so what I've picked
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  Speaker 3: out are some that I think could be most useful
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  Speaker 3: to the listeners and just really easy to implement. I
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  Speaker 3: think the first thing that I would say is around clarity. Now,
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  Speaker 3: we are really easy at overwhelming our audience if we
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  Speaker 3: don't really define the message that we're looking for, and
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  Speaker 3: as people that are really invested with our product or service,
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  Speaker 3: it is easy to over deliver, and we need to
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  Speaker 3: be able to strip things back. So the thing that
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  Speaker 3: I'd recommend people get their heads around is next for
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  Speaker 3: your next meeting, for your next pitch. What would the
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  Speaker 3: headline be for that? If I had to put that
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  Speaker 3: on the front of a newspaper, if if I had
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  Speaker 3: to distill it down into five to ten words, Max,
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  Speaker 3: What is the one big message that people should be
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  Speaker 3: taking away? And if you can take everything that you
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  Speaker 3: possibly could say about the topic and distill it down
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  Speaker 3: into that single sentence, then you're going to be much
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  Speaker 3: much more memorable for your audience. It doesn't mean that's
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  Speaker 3: the only thing you say. In fact, I'd recommend that
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  Speaker 3: you have your headline and then three subheadings that sit
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  Speaker 3: underneath that, but as a really crisp framework for getting
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  Speaker 3: your thoughts in order and helping your audience remember what
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  Speaker 3: it is that you want them to take away. Think
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  Speaker 3: about the headline and the three subheadings that you want
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  Speaker 3: to deliver. Yeah.
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  Speaker 2: I like that in so many ways because it allows us,
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  Speaker 2: I think, as the person delivering the performance or delivering
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  Speaker 2: the message, to understand and kind of focus on what's
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  Speaker 2: that key takeaway, what's that sound bite I want to
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  Speaker 2: leave the audience with When they leave the room, and
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  Speaker 2: then the three key subheadings, those three key sub points
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  Speaker 2: that you want them. And I think it's fascinating that
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  Speaker 2: you say three. Folks often talk about the rule of three. Yeah,
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  Speaker 2: I'm a big fan of it. That's why I always
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  Speaker 2: ask my guests what are your top three takeaways? And
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  Speaker 2: I think humans can only understand or remember three things
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  Speaker 2: in short term memory.
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  Speaker 3: I know, yeah, I mean the research was George Miller
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  Speaker 3: from Harvard University and the magic number seven plus or
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  Speaker 3: minus two, so seven chunks of information for the short
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  Speaker 3: term memory. My argument is that your audience is already
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  Speaker 3: trying to remember two or three things, what they need
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  Speaker 3: to get from the supermarket on the way home, what
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  Speaker 3: time to pick the kids up, So if you're asking
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  Speaker 3: them to insert more than three things into their short
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  Speaker 3: term memory, you haven't got a hope.
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  Speaker 2: Yeah, this is great. I love that.
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  Speaker 3: I love that.
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  Speaker 2: And you know, a lot of business developers are using
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  Speaker 2: artificial intelligence. They're prompting to prepare going into presentation. So
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  Speaker 2: this would be if I were writing a prompt to
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  Speaker 2: prepare myself for this, I would say, okay, here, you know,
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  Speaker 2: I would upload my presentation, my key talking points and
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  Speaker 2: then I guess I would just you know, type in
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  Speaker 2: a prant to say, hey, give me one how many
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  Speaker 2: words would I say for that? For that overall, I.
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  Speaker 3: Would say I would say five to ten words, right, Okay,
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  Speaker 3: that's the that's the headline. A broad cheek newspaper is
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  Speaker 3: normally somewhere between seven to ten, tabloids of five to seven,
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  Speaker 3: So we want that kind of ten ten words sweet spot.
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  Speaker 3: I'd actually encourage your audience rather than to do it retrospectively,
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  Speaker 3: rather than design the presentation and then kind of backfit it,
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  Speaker 3: I would I'd actually think about that as the first
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  Speaker 3: thing you do. So I'm going in to see this prospect.
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  Speaker 3: You know, this is this is the product, this is
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  Speaker 3: the service that we're offering. These are some of the
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  Speaker 3: pain points that they're experiencing. What would my key message be,
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  Speaker 3: what's the one thing that I want them to remember
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  Speaker 3: at the end and then everything else out around that.
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  Speaker 2: Yeah, that's great, And give me a five to ten line,
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  Speaker 2: ten word title and then three key subtitles. Yeah for
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  Speaker 2: the three key points. Okay, that's great. Love their tactic.
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  Speaker 2: Let's roll right into tactic number two points.
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  Speaker 3: So I think you mentioned my performance background earlier, and
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  Speaker 3: I think one key thing for anyone that's going into
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  Speaker 3: the room is to be prepared. So actors spend a
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  Speaker 3: lot of time in the rehearsal room. If we're performing
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  Speaker 3: a two hour play, we're probably looking somewhere between four
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  Speaker 3: to six weeks of actually working that text and that performance. Now,
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  Speaker 3: we've got to be realistic. In the world of business,
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  Speaker 3: we don't have unlimited time to prepare. But what we
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  Speaker 3: should be thinking is how do we deal with things
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  Speaker 3: that might go wrong? So I talk about this as
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  Speaker 3: packing a parish.
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  Speaker 2: Right.
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  Speaker 3: You'd never jump out of the plane without making sure
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  Speaker 3: that everything's kind of, you know, neatly folded, and nothing's
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  Speaker 3: no wires across. And when we go to meet our prospects,
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  Speaker 3: we need to be thinking what are the things that
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  Speaker 3: might derail me and what can I do in case
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  Speaker 3: of emergency. So I always have for example, I'm holding
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  Speaker 3: up a glass of water now for anyone that's listening
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  Speaker 3: something to sip, because in that two second pause, I
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  Speaker 3: have a little bit of thinking time. There's an opportunity
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  Speaker 3: for me there to kind of catch my breath. And
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  Speaker 3: also if I get a frog in my throat or
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  Speaker 3: anything like that, I can, I can sort that out.
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  Speaker 3: I always make sure that when I go to a
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  Speaker 3: client's office, I have every single cable and lead possible
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  Speaker 3: to be able to connect to the tech. And if
• 11:51
  Speaker 3: that doesn't work, I always also have a flip chart
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  Speaker 3: marker in my bag so that I can write something
• 11:56
  Speaker 3: on a piece of paper or on the on the
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  Speaker 3: flip chart and work through it. It might be thinking
• 12:02
  Speaker 3: about some questions that you're going to ask, it might
• 12:05
  Speaker 3: be thinking out some questions you're going to be asked,
• 12:09
  Speaker 3: but anything that you can do to make sure that
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  Speaker 3: should the worst happen, you are as prepared as you
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  Speaker 3: possibly can be. So really make sure you pack that parachute.
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  Speaker 2: Yeah, well, preparation prevents poor performance, as we always like
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  Speaker 2: to say. And of course you're taking a sip from
• 12:27
  Speaker 2: your glass right now. I don't know if that's because
• 12:29
  Speaker 2: you're thinking of something to say or you got a
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  Speaker 2: frog in your throat, but I love how you say.
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  Speaker 2: You talk about having some of these props if you
• 12:39
  Speaker 2: will these backup mechanisms to prepare properly. You know a
• 12:45
  Speaker 2: lot of business developers, you know to understand what your
• 12:50
  Speaker 2: likely objections are that you will encounter with a prospect,
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  Speaker 2: and you should be preparing and going through that in
• 12:56
  Speaker 2: your mind before you have that meeting. You know, as
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  Speaker 2: pilots like to say, never let the plane go anywhere
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  Speaker 2: your brain hasn't already flown, and so understanding what those
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  Speaker 2: objections are that's absolutely critical. But I like what you
• 13:10
  Speaker 2: said about having those props, those mechanisms that if something
• 13:14
  Speaker 2: does go sideways and you have not properly prepared for,
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  Speaker 2: you don't have an answer, but you need that buffer
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  Speaker 2: time is just grab that bottle of water or a
• 13:22
  Speaker 2: glass of water, that cup of coffee, and use that
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  Speaker 2: to give yourself a pause as opposed to saying a
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  Speaker 2: bunch of arms and ahs and coming across as awkward,
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  Speaker 2: and give your subconscious mind and your conscious mind a
• 13:35
  Speaker 2: time to meet each other. It takes about five to
• 13:38
  Speaker 2: six seconds for your cognitive brain to kick in, and
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  Speaker 2: if you get a question that really stumps you, your
• 13:44
  Speaker 2: friend or foe flight for flight mechanism will kick in.
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  Speaker 2: That's your subconscious brain. Your stress level is going to spike,
• 13:51
  Speaker 2: and that's going to cause your cognitive brain to slow
• 13:53
  Speaker 2: down even more. So you having that buffer and using
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  Speaker 2: this is a wonderful tra I've never heard anybody talk
• 14:01
  Speaker 2: about this, but having that safety mechanism in place, maybe
• 14:05
  Speaker 2: it's you know, jartting something down in your notebook. Absolutely,
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  Speaker 2: and I think also just from a delivery standpoint, that
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  Speaker 2: would add a certain level of drama, you know, maybe even.
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  Speaker 3: Gravitas. You know when when you when you see actors
• 14:22
  Speaker 3: that you feel have presence, it's because they are in
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  Speaker 3: the moment right then. They're not thinking about the future,
• 14:29
  Speaker 3: they're not thinking about the past. And what happens is
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  Speaker 3: you've just described when we find ourselves in a stress situation,
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  Speaker 3: quite often we start going future, Oh gosh, this is
• 14:39
  Speaker 3: going to happen, and that's going to happen, and we catastrophize.
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  Speaker 3: Whereas by being grounded in your physical environment, by having
• 14:47
  Speaker 3: as you say, the pen to jop, the note down,
• 14:49
  Speaker 3: or the glass of water to take a sip from,
• 14:52
  Speaker 3: you are staying in the moment. You're buying some time,
• 14:55
  Speaker 3: You're able to take that deep breath, get that oxygen
• 14:58
  Speaker 3: to the prefrontal cortex of the braain have reduced that
• 15:01
  Speaker 3: quartersole level, increase that testosterone level. So it's a massive
• 15:05
  Speaker 3: win win, but it also delivers the performance of someone
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  Speaker 3: that is poised and in control, and if you're not panicking,
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  Speaker 3: your audience won't panic. But if you seem agitated and uncomfortable,
• 15:19
  Speaker 3: because of all of our mirror neurons and our natural
• 15:22
  Speaker 3: human empathy, if we see someone feeling awkward and in
• 15:26
  Speaker 3: distress in front of us, then we take some of
• 15:29
  Speaker 3: that on ourselves. So the more you can stay grounded
• 15:32
  Speaker 3: in those moments, the more effective you're going to be. Yeah.
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  Speaker 2: Absolutely, And our objective as business developers is to always
• 15:38
  Speaker 2: keep our prospects calm because their fight or flight. I
• 15:42
  Speaker 2: don't know how maic nervous system is in HIGER as well,
• 15:45
  Speaker 2: So great advice. Okay, let's roll right into tactic number three. Yeah.
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  Speaker 3: The final piece I was thinking about is how do
• 15:52
  Speaker 3: you deal with the competition? And I think that we
• 15:56
  Speaker 3: live in this world where there are so many distractions
• 15:59
  Speaker 3: and the people that talking to have lots of different
• 16:02
  Speaker 3: things competing for their attention. So I have a little
• 16:07
  Speaker 3: kind of three d's checklist that I go through when
• 16:11
  Speaker 3: I'm thinking about that competition. The first is define, So
• 16:15
  Speaker 3: who are you competing with for that person's attention right now?
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  Speaker 3: Is it one of your competitors and a different product
• 16:23
  Speaker 3: or service? Is it their iPhone that happens to be
• 16:26
  Speaker 3: sitting on their desk, or the fact that they've got
• 16:29
  Speaker 3: another meeting in fifteen minutes and they're already thinking about
• 16:32
  Speaker 3: what's coming next and not being with you. So we
• 16:35
  Speaker 3: really have to understand what are we competing with. Then
• 16:39
  Speaker 3: we need to think about how we differentiate. So the
• 16:41
  Speaker 3: second D is differentiate and you know, in a classic
• 16:45
  Speaker 3: sales context, this is what are our usps, what are
• 16:50
  Speaker 3: we doing that's different in the market, But it's also
• 16:54
  Speaker 3: thinking in that wider context about what makes me special?
• 16:58
  Speaker 3: Why is it worth spending time with me as the
• 17:02
  Speaker 3: business development professional in this moment? And then the third
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  Speaker 3: D is destroy So how do you build a case
• 17:11
  Speaker 3: against that competition? And we don't have to get kind
• 17:16
  Speaker 3: of nasty in this space. We just need to know
• 17:19
  Speaker 3: exactly how we can tick off or cross through all
• 17:24
  Speaker 3: of those objections that we might be getting and think,
• 17:27
  Speaker 3: this is the thing that is going to take that
• 17:30
  Speaker 3: competitor out of the loop, and this will take that
• 17:33
  Speaker 3: competitor out of the loop. And then the third and
• 17:35
  Speaker 3: in that way we start to elevate our own message
• 17:39
  Speaker 3: and make ourselves much more memorable for our prospect.
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  Speaker 2: Yeah, I like it so preparing your three d's, as
• 17:46
  Speaker 2: you say, defining what you're competing with. And I like
• 17:52
  Speaker 2: how you say what you're competing with and not who
• 17:54
  Speaker 2: you're competing with, because we all know who our competitors are.
• 17:57
  Speaker 2: But it's also having the empathy to understand and your
• 18:01
  Speaker 2: prospect has other things vuying for their attention, whether that's
• 18:06
  Speaker 2: other people within their organization that may have different agendas,
• 18:10
  Speaker 2: maybe it's just their focus for the meeting. What do
• 18:13
  Speaker 2: they have coming up afterward? You know, what's what's on
• 18:17
  Speaker 2: their strategy and their roadmon for their budget. Yeah, and
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  Speaker 2: then I also like how you say differentiating yourself, not
• 18:26
  Speaker 2: necessarily as a company. We all know to do that
• 18:28
  Speaker 2: as a business developer, right, but differentiating yourself as an
• 18:34
  Speaker 2: individual and making that memorable. We had a previous guest
• 18:40
  Speaker 2: on the show, and boy, I tell you what a
• 18:43
  Speaker 2: who he was, and he I don't advise this for
• 18:48
  Speaker 2: everybody listening to the show. He was pretty extreme, but
• 18:51
  Speaker 2: at one point he laid down on the conference room
• 18:54
  Speaker 2: table because he wanted he wanted to be memorable, and
• 19:00
  Speaker 2: he certainly was in that situation. Use that sparingly, folks.
• 19:07
  Speaker 2: I'm not advocating for that by any way, but certainly
• 19:10
  Speaker 2: a very dramatic, memorable performance on his part. And then
• 19:16
  Speaker 2: finding the third D is understanding how to destroy the
• 19:19
  Speaker 2: competition and really take them out of the mind of
• 19:23
  Speaker 2: your prospect. And that doesn't mean being nasty and specifically
• 19:26
  Speaker 2: calling them out by name. In my industry we call
• 19:30
  Speaker 2: that ghosting, and ghosting is simply a matter of reinforcing
• 19:35
  Speaker 2: the things that you can do that you know for
• 19:38
  Speaker 2: a fact your competitors can't do. So you never even
• 19:42
  Speaker 2: have to bring up the competitor at all. You just
• 19:44
  Speaker 2: have to say, hey, mister or missus prospect, I know
• 19:47
  Speaker 2: this is really important to you, and we really do this. Well,
• 19:50
  Speaker 2: I advise you to really consider this as a key requirement.
• 19:54
  Speaker 2: And so they'll jot that down and the next meeting
• 19:56
  Speaker 2: they have with your competitor, one of the first questions
• 19:58
  Speaker 2: they may ask them is, hey, you guys do this,
• 20:00
  Speaker 2: Oh you don't. Oh, well that's really important to us.
• 20:02
  Speaker 2: So yeah, so I really like how you walk through
• 20:06
  Speaker 2: these three very dynamic d's. Okay, so Dominic, let me
• 20:12
  Speaker 2: wrap up and summarize the three key talking points here,
• 20:16
  Speaker 2: and they all come around on this overarching theme. I
• 20:19
  Speaker 2: think of preparation. You know, Tactic number one is preparing
• 20:24
  Speaker 2: what the key takeaway is, you know, write that five
• 20:27
  Speaker 2: to ten word newspaper headline that you want that prospect
• 20:33
  Speaker 2: to see in their mind's eye after watching your performance,
• 20:38
  Speaker 2: and also including those three sub titles of the three
• 20:42
  Speaker 2: key takeaways, and those will be grounding factors for you
• 20:46
  Speaker 2: as you deliver your pitch and your presentation to your prospects.
• 20:51
  Speaker 2: The second key takeaway is preparing four problems and they
• 20:58
  Speaker 2: always happen Murphy's low as we call it. Whatever will
• 21:02
  Speaker 2: go wrong, you know, can go wrong, will go wrong,
• 21:05
  Speaker 2: and it's always good to prepare to prevent poor performance.
• 21:10
  Speaker 2: And part of that preparation, of course is the usual
• 21:13
  Speaker 2: understand what the possible objections are. But having those props,
• 21:18
  Speaker 2: if you will, those mechanisms that you can rely upon
• 21:22
  Speaker 2: when something fails and your stress level goes up, you
• 21:26
  Speaker 2: can pause, recollect yourself and convey strength, calm and keep
• 21:34
  Speaker 2: your prospect calm throughout the entire conversation. And then finally,
• 21:39
  Speaker 2: the coup d'tas is tactic number three. Prepare your three
• 21:44
  Speaker 2: d's for your presentation, and that starts off with defining
• 21:50
  Speaker 2: what you're competing with and that's way more than just
• 21:52
  Speaker 2: your competitors. That's the other thing, competing for the time
• 21:55
  Speaker 2: and attention of your prospects. And the second D is
• 21:59
  Speaker 2: differentiating yourself not only as a company but as an
• 22:01
  Speaker 2: individual because people buy from other people. They don't buy
• 22:05
  Speaker 2: from logos, they buy from you. And then finally, the
• 22:10
  Speaker 2: third D is understanding how you can destroy the competition.
• 22:14
  Speaker 2: Doesn't have to be nasty, you don't have to call
• 22:16
  Speaker 2: them out by name, just anchor those key capabilities that
• 22:19
  Speaker 2: you have that nobody else has. And when you do
• 22:23
  Speaker 2: all three of those, I bet you're going to want
• 22:26
  Speaker 2: to read a bunch more. And you can do that
• 22:29
  Speaker 2: because you have a lot of great tactics packed into
• 22:33
  Speaker 2: Dominic Kalenso's new book that's available on Amazon. And again
• 22:38
  Speaker 2: that's cut through the pitch and presentation playbook by Dominic Kalenso. Dominic,
• 22:44
  Speaker 2: how can folks follow your work? How can they connect
• 22:46
  Speaker 2: with you?
• 22:47
  Speaker 3: So I'm on LinkedIn, as all good business development professionals
• 22:51
  Speaker 3: should be, so come and connect with me over there.
• 22:53
  Speaker 3: I also have a YouTube channel about thirty thousand subscribers
• 22:58
  Speaker 3: and loads of videos with millions of view So get
• 23:00
  Speaker 3: yourself over to YouTube take a look. And then finally,
• 23:03
  Speaker 3: my website is Dominic Klenso dot com.
• 23:06
  Speaker 2: Okay, and your YouTube channel is it just Dominic Kalins Yeah, okay, dombing,
• 23:12
  Speaker 2: And is all of that kind of sales pitches is
• 23:14
  Speaker 2: it more?
• 23:15
  Speaker 3: Yeah, it's all. It's all around the business development sales leadership.
• 23:20
  Speaker 3: So we talk about anything that is to do with
• 23:22
  Speaker 3: impact and cut through, so it's all relevant to you
• 23:25
  Speaker 3: as an audience.
• 23:26
  Speaker 2: All right, well, I'm going to check out your YouTube
• 23:29
  Speaker 2: channel as well. That sounds fascinating. So I think at
• 23:31
  Speaker 2: this point in our podcast is where the director would
• 23:35
  Speaker 2: call scene right. Uh, Dominic, You've been such a joy
• 23:42
  Speaker 2: to talk to, fascinating to have your perspectives as a
• 23:48
  Speaker 2: professionally trained actor director contributing your perspectives that I think
• 23:52
  Speaker 2: will really help advance the capabilities of the listeners are
• 23:56
  Speaker 2: business development professionals all around the world. Dominic klents So,
• 24:00
  Speaker 2: thank you, sir, Thank you very much, Tunny.
• 24:05
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• 24:09
  Speaker 1: our free community of corporate partners and business development professionals
• 24:13
  Speaker 1: advancing the art, science, and ethics of the business development
• 24:18
  Speaker 1: profession at Gbdassociation dot org.