Latest / What is Business Development? / Episode 85: BD Book...Top 3 Tactics from, "The Art of Business Development in the Age of AI"

Transcript

Episode 85: BD Book...Top 3 Tactics from, "The Art of Business Development in the Age of AI" · 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.
• 0:20
  Speaker 2: Hello BD pros, and welcome to the Global Business Development
• 0:25
  Speaker 2: Association podcast called what is Business Development? Now? Let me
• 0:33
  Speaker 2: throw a little fact by you here. It says sixty
• 0:36
  Speaker 2: percent of small to medium sized business owners struggle with
• 0:41
  Speaker 2: consistent growth and engagement. Now, if you're a business owner
• 0:45
  Speaker 2: and an entrepreneur listening to this show, love to have you.
• 0:48
  Speaker 2: That's great. You are a business developer. You are the
• 0:50
  Speaker 2: chief business developer of your business. And I know I
• 0:54
  Speaker 2: have a lot of business developers on the call as well.
• 0:57
  Speaker 2: And everybody's always trying to grow their business. Obviously, medium
• 1:02
  Speaker 2: sized businesses and small business owners really struggle with this,
• 1:06
  Speaker 2: and a lot of people are turning to artificial intelligence. Well,
• 1:11
  Speaker 2: wouldn't you like to have the cheat code on artificial
• 1:15
  Speaker 2: intelligence and help boost your business growth? I bet you would.
• 1:20
  Speaker 2: A lot of people are trying to do that. Well,
• 1:21
  Speaker 2: today we're going to be talking about the latest book
• 1:23
  Speaker 2: that came out. It's called The Age of AI, and
• 1:28
  Speaker 2: it's the Art of Business Development in the Age of AI.
• 1:31
  Speaker 2: And it's innovative sales skills in the twenty first century.
• 1:36
  Speaker 2: It's written by our guest today, and our guest is
• 1:40
  Speaker 2: ad Non Bin Maffus otherwise known as Eddie Maffus or
• 1:46
  Speaker 2: the Irish Cowboy. Now Eddie is the business owner of
• 1:52
  Speaker 2: a wonderful business that is providing a lot of consultative
• 1:57
  Speaker 2: services in the business development. And you know a lot
• 2:03
  Speaker 2: of businesses have pain points like difficulty in maintaining steady
• 2:07
  Speaker 2: revenue streams, you know, developing tailored strategies that align to
• 2:12
  Speaker 2: their business goals, identifying solid opportunities and finding those roadblocks
• 2:18
  Speaker 2: to overcome them. Well, that's what our guest today is
• 2:23
  Speaker 2: capable of helping you with your business and your business
• 2:26
  Speaker 2: development teams. And his program is the TBS Pro one program.
• 2:32
  Speaker 2: But if you don't have access to that program, you
• 2:36
  Speaker 2: can get access to his book. It's on Amazon and
• 2:40
  Speaker 2: the book is available and kindle, hardcome and paperback and
• 2:47
  Speaker 2: again it talks about the art of business development in
• 2:50
  Speaker 2: the age of AI. And we all know that business
• 2:53
  Speaker 2: development today demands more than sales skills. It requires strategy,
• 2:57
  Speaker 2: relationships and the smart use of technology. And his book
• 3:02
  Speaker 2: is a practical six week guide that shows you how
• 3:05
  Speaker 2: to combine timeless human strengths with the power of AI
• 3:09
  Speaker 2: to create lasting growth. Well, we would all love to
• 3:13
  Speaker 2: have some lasting growth and let's get some of that
• 3:17
  Speaker 2: from the Irish Cowboy himself.
• 3:20
  Speaker 3: Eddie.
• 3:20
  Speaker 2: Welcome to the show.
• 3:21
  Speaker 3: Thank you, thank you behind me, Tony. It's a very
• 3:23
  Speaker 3: pleasure to have me and I love your broadcast. I'm
• 3:26
  Speaker 3: looking forward for a business development more candidates to come
• 3:31
  Speaker 3: in and join your broadcast. You're doing a great job mine,
• 3:33
  Speaker 3: I love it.
• 3:34
  Speaker 2: Oh well, thank you. You know, bed is a team sport.
• 3:36
  Speaker 2: We all have to stick together and help each other grow.
• 3:39
  Speaker 2: You're doing that with your book. So tell us Eddie,
• 3:42
  Speaker 2: how did you get First of all, how did you
• 3:45
  Speaker 2: get the name Irish Cowboy? And then second of all
• 3:48
  Speaker 2: how did you get into the business development profession and
• 3:51
  Speaker 2: what led you to really write the book? If you
• 3:52
  Speaker 2: can give us a quick few minutes overview of your
• 3:55
  Speaker 2: origin story, love to hear it.
• 3:57
  Speaker 3: Great, great, So you ask you about two things. Defenders
• 4:00
  Speaker 3: sold you correctly where the nickname Irish Cowboy came from?
• 4:03
  Speaker 3: And second, what got me in this crazy land called
• 4:07
  Speaker 3: business development? So the Irish Cowboy actually is what was
• 4:11
  Speaker 3: giving to me by one of my mentors that I
• 4:13
  Speaker 3: mentioned in the book. His name is Ed Metcalf. Ed
• 4:16
  Speaker 3: Metcalf at that time was the president would later Creed International.
• 4:20
  Speaker 3: We were in Texas and Dallas the grand opening for
• 4:23
  Speaker 3: a second factory at that time, late two thousand and eight,
• 4:28
  Speaker 3: two thousand and seven, two thousand and eight. At that time,
• 4:30
  Speaker 3: either way, we're sitting there. We're doing our corporate thing
• 4:34
  Speaker 3: in the meeting room the day before the event and
• 4:38
  Speaker 3: typing email, checking on invitation. He looked at me, he
• 4:42
  Speaker 3: said hey. I said hey. He said, what are you
• 4:45
  Speaker 3: wearing tomorrow? I said, what kind of relationship we got here?
• 4:48
  Speaker 3: But it's okay, I'm going to have my normal corporate
• 4:51
  Speaker 3: third jacket whatever. Like, no, no, no, You're in Texas,
• 4:53
  Speaker 3: now get up. So we get up. We go out
• 4:56
  Speaker 3: to the nearest cowboy shop and got me cowboy be
• 5:00
  Speaker 3: cowboy jeans, cowboy boots we got in the following day,
• 5:06
  Speaker 3: as he come down from the stage and I'm going
• 5:08
  Speaker 3: up the stage, I think close to three hundred four
• 5:10
  Speaker 3: hundred people general contractor, investors, architects, whatever, we're up there.
• 5:15
  Speaker 3: I'm going up the steps. Imagine this is coming down
• 5:17
  Speaker 3: the steps. You look at me. He said hey. I
• 5:20
  Speaker 3: said hey. He said, how are you introduce yourself? I said,
• 5:24
  Speaker 3: I'm Eddie the Cowboy. I said no, no, no, you're
• 5:27
  Speaker 3: Eddie the Irish Cowboy. So okay, so I get up
• 5:30
  Speaker 3: and I go out there introduced myself to everybody. I'm
• 5:33
  Speaker 3: the Irish Cowboy. A year later, I remember giving me
• 5:38
  Speaker 3: that nickname. I asked him, I said, what did this
• 5:40
  Speaker 3: Irish cowboy is all about? Ed was quiet. He looked
• 5:44
  Speaker 3: at me. He said, are you from Ireland? I said no,
• 5:47
  Speaker 3: I said, any cowboys in Ireland? I said no. He said,
• 5:51
  Speaker 3: so you're one of a kind. That's where the nickname
• 5:54
  Speaker 3: came from. Business development. What got me into it. A
• 5:58
  Speaker 3: lot of kids when they're young, you know, seven eight
• 6:01
  Speaker 3: then mentioned I want to be Superman. I want to
• 6:03
  Speaker 3: be a Batman, I want to be spider Man, or
• 6:06
  Speaker 3: I want to be a sports figure. Believe it or not,
• 6:09
  Speaker 3: this crazy Irish cowboy wanted to be a business development
• 6:13
  Speaker 3: guy from a pretty young age. I think, yeah, at
• 6:17
  Speaker 3: age eight or nine, I was an airplane, my first
• 6:20
  Speaker 3: ever airplane, and I mentioned that in my book. And
• 6:23
  Speaker 3: I met a business consultant, sharp looking guy sued the
• 6:27
  Speaker 3: whole thing and once the airplane took off, I asked
• 6:31
  Speaker 3: my father, if I go and speak to him, I
• 6:32
  Speaker 3: want to know who's this guy? Okay, go ahead. So
• 6:35
  Speaker 3: I go ahead and ask the guy. And he told
• 6:37
  Speaker 3: me he's a business consultant. And I asked him what
• 6:39
  Speaker 3: his business consultant is and explained that whole thing, and
• 6:42
  Speaker 3: I said, Wow, when I grew up, I want to
• 6:45
  Speaker 3: be like that guy. Later on, sixteen years almost or
• 6:49
  Speaker 3: maybe double that, I was at age sixteen, what does
• 6:53
  Speaker 3: a tea boy actually in a real state office, just
• 6:56
  Speaker 3: standing there monitoring the way people work, especially the real
• 6:59
  Speaker 3: state salespeople. I was impressed by those people. I said, well,
• 7:04
  Speaker 3: hold on the way they're introducing themselves, the way they're
• 7:07
  Speaker 3: asking the questions to identify the needs and wants, the
• 7:11
  Speaker 3: way they're handling objection blew up my mind. I said,
• 7:15
  Speaker 3: how they do this, how they mastered the communication skills,
• 7:19
  Speaker 3: And at that time was stuck in my head back
• 7:22
  Speaker 3: where I want to be now those the old days
• 7:24
  Speaker 3: will referred to them as salespeople, where honestly, I don't
• 7:28
  Speaker 3: think a lot of them exist. Most people now are
• 7:31
  Speaker 3: business development specialists. So that's the story about the both
• 7:35
  Speaker 3: of them. Hope to answer questions for you.
• 7:37
  Speaker 2: Yeah, yeah, Hey, mom and Dad's if you're listening out there,
• 7:40
  Speaker 2: don't let your kids grow up to be salespeople. Encourage
• 7:43
  Speaker 2: them to go into the amazing field of business development,
• 7:46
  Speaker 2: just like Eddie did so early on. Wow Eddie that
• 7:50
  Speaker 2: is I love that story. I love the Irish cowboy
• 7:54
  Speaker 2: origin story as well. So tell me what drove you
• 7:56
  Speaker 2: to write the book?
• 7:57
  Speaker 3: Very good question. Like you like a lot of professionals
• 8:01
  Speaker 3: who always looking to improve our skills, enhance our skills.
• 8:05
  Speaker 3: I read a lot of books, a lot of books.
• 8:07
  Speaker 3: Books came in the fifties, sixties, seventies, eighties, nineties, two
• 8:11
  Speaker 3: thousand till now, and I realized that majority of these
• 8:15
  Speaker 3: book's actually when they were written, they were actually more
• 8:18
  Speaker 3: focus of the author point of view and some kind
• 8:22
  Speaker 3: of a pitch that they got they want to teach
• 8:25
  Speaker 3: other people in Nobody actually look at the other way,
• 8:29
  Speaker 3: to the other side, the reader themselves. How does readers
• 8:33
  Speaker 3: who people looking for self improvement. I have a lot
• 8:37
  Speaker 3: of people who are both the book who doctorn, nurses, accounting,
• 8:41
  Speaker 3: in different professionals than business development, and they actually had
• 8:44
  Speaker 3: a lot of benefit of reading this book we when
• 8:49
  Speaker 3: I wrote the book, originally honestly used to call the
• 8:52
  Speaker 3: Art of Business Development. That's it. Then, in the end
• 8:56
  Speaker 3: of twenty twenty four, which took me almost three years
• 8:58
  Speaker 3: to write this book, surveying people around the planet Thailand, Australia, Europe, Africa,
• 9:05
  Speaker 3: Middle East, United States, I start asking these people, when
• 9:09
  Speaker 3: you are reading a book and the goal of the
• 9:12
  Speaker 3: book is improving your skills, how do you read it
• 9:18
  Speaker 3: versus how the author is writing it. So I understood
• 9:22
  Speaker 3: at that time, and I'm one of them, and probably
• 9:24
  Speaker 3: you're one of them. Is most of the books, unfortunately,
• 9:29
  Speaker 3: great books built my personal foundation reading these books out there,
• 9:33
  Speaker 3: but they're outdated. They're more of a person till like
• 9:38
  Speaker 3: another guy. This is the way you handle objection. Hey,
• 9:41
  Speaker 3: this is the way you can do presentation. Well, nobody
• 9:44
  Speaker 3: present anymore. People are storytellers. Now, people are not selling anymore,
• 9:51
  Speaker 3: they're adding value. So we went in me and my
• 9:55
  Speaker 3: team at that time at TVs Pro one. We start
• 9:58
  Speaker 3: surveying how do you read, how much time do you
• 10:02
  Speaker 3: spend in reading, and what it takes for you to
• 10:05
  Speaker 3: retain this information. And we found that the majority of
• 10:10
  Speaker 3: people when they're reading at a global level, even in
• 10:14
  Speaker 3: Germany last week when I was there for the book
• 10:16
  Speaker 3: largest exhibition, and I was confirming that information even with
• 10:20
  Speaker 3: other people, different languages, different background that people only willing
• 10:25
  Speaker 3: to spend an hour to two hours a week in
• 10:29
  Speaker 3: reading a book related to self improvement. Number two, they're
• 10:35
  Speaker 3: always looking for a book that can engage them. Number three,
• 10:41
  Speaker 3: they were looking for something that can ensure did I
• 10:44
  Speaker 3: comprehend the skills or not? So what I did is
• 10:48
  Speaker 3: I wrote the book in a format that take you
• 10:50
  Speaker 3: six weeks to read hour and a half a week,
• 10:54
  Speaker 3: engaging by putting it instead of informative to a workshop
• 11:00
  Speaker 3: format where you are tasked to once you finish one
• 11:05
  Speaker 3: of the skills, to submit the homework to yourself prior
• 11:09
  Speaker 3: to moving on, and during that week period between every chapter,
• 11:14
  Speaker 3: you go ahead and implement that to ensure that skill
• 11:18
  Speaker 3: is there. So that was my main motivation for it,
• 11:22
  Speaker 3: defilling the gap between learning, comprehending the time and the
• 11:27
  Speaker 3: understanding of the skills. And that's where I came up
• 11:31
  Speaker 3: with this book that I'm very sure it is part
• 11:34
  Speaker 3: of my BDR Academy Business Development Representative Academy that we
• 11:39
  Speaker 3: offer a TVs Pro one to ensure that you do
• 11:43
  Speaker 3: have an effective team who go out there and utilize
• 11:47
  Speaker 3: the best today's skills by utilizing AAR as a co pilot.
• 11:53
  Speaker 3: It's eighty percent human skills, twenty percent reques for you.
• 12:01
  Speaker 2: It does, it doesn't. And again, folks, we're talking about
• 12:04
  Speaker 2: Eddie's new book, The Art of Business Development in the
• 12:08
  Speaker 2: Age of AI, and it's the innovative Sales Skills in
• 12:13
  Speaker 2: the twenty first century. And Eddie, you know, I'm you
• 12:18
  Speaker 2: just got back flying to and from Germany, the biggest
• 12:22
  Speaker 2: book show there, and hopefully on your flights you maybe
• 12:28
  Speaker 2: influenced a couple of young kids to enter the field
• 12:31
  Speaker 2: of business development, just like you did so many years ago.
• 12:35
  Speaker 2: And I think there's also you know, it's interesting to
• 12:37
  Speaker 2: hear people only willing to commit an hour or two
• 12:40
  Speaker 2: a week to read a book that advances their capabilities.
• 12:44
  Speaker 2: And this one is I'm really looking forward to jumping into.
• 12:48
  Speaker 2: I think most people only are willing to listen to
• 12:50
  Speaker 2: a podcast for about twenty to twenty five minutes.
• 12:53
  Speaker 3: So with no.
• 12:54
  Speaker 2: Further ado, let's jump right into it. And let's take
• 12:56
  Speaker 2: a look at the top three tactics from your book.
• 13:00
  Speaker 2: Can we do that sure, okay, So let's start with tactic.
• 13:03
  Speaker 2: Let's start with tactic number one. Just give us quick
• 13:05
  Speaker 2: overview what that tactic is.
• 13:07
  Speaker 3: That will be humanizing the sales process. Even AI is
• 13:14
  Speaker 3: there an accuracy of AI is still at eighty percent
• 13:17
  Speaker 3: and it doesn't matter what industry you're in. During the
• 13:20
  Speaker 3: book fair in Germany, the topic was AI in every
• 13:26
  Speaker 3: single industry AI. AI is so powerful now it's beyond GBT.
• 13:33
  Speaker 3: AI now is getting customized by industry, by company value
• 13:38
  Speaker 3: to be part of the employee portrol in there so
• 13:42
  Speaker 3: humanizing the sales process. We want to make it that
• 13:46
  Speaker 3: you truly understand the end of the day. Yes, you
• 13:49
  Speaker 3: might represent company X selling to company Y, but then
• 13:53
  Speaker 3: reality is Eddy selling to Tony. Let's make it more
• 13:58
  Speaker 3: human for it's done a sales process that need to
• 14:02
  Speaker 3: be handled on a higher level. People still looking for
• 14:07
  Speaker 3: the human touch.
• 14:10
  Speaker 2: Yeah, I agree with you. I think there will be
• 14:13
  Speaker 2: a lot of professions that will disappear very soon, just
• 14:18
  Speaker 2: as happened. I remember during the you know, the automated
• 14:23
  Speaker 2: tools of the client server environment back in the eighties.
• 14:26
  Speaker 2: You know, there were there were professions like draftsmen that
• 14:29
  Speaker 2: disappeared overnight. You know because you had CAD software that
• 14:33
  Speaker 2: replaced them very quickly. Nobody needed to draw blueprints anymore.
• 14:36
  Speaker 2: And I think we're going to see that happen very
• 14:38
  Speaker 2: quickly for a lot of these transactional activities. But business development,
• 14:44
  Speaker 2: if you're doing it right, you're trust building and that's
• 14:46
  Speaker 2: human to human and it's not transactional. And so I
• 14:52
  Speaker 2: think this is what you're you're saying is look, Bede
• 14:55
  Speaker 2: will not go away because at the end of the day,
• 14:57
  Speaker 2: be d is storytelling. And you know, if we project
• 15:01
  Speaker 2: into the future where I think everything is going, we're
• 15:03
  Speaker 2: going to end up where humans started, which is sitting
• 15:08
  Speaker 2: around a campfire, covering each other's back, with high trust
• 15:12
  Speaker 2: and telling stories that for generations we all learn from
• 15:17
  Speaker 2: because they help us survive and thrive together. And this
• 15:21
  Speaker 2: is fundamentally what we do as business developers. We are
• 15:23
  Speaker 2: the storytellers. Just like Eddie the Irish Cowboy just told
• 15:26
  Speaker 2: you his story. You'll never forget that story. Now, every
• 15:29
  Speaker 2: time you hear about Eddie, you're going to think Irish
• 15:31
  Speaker 2: cowboy because he's one of a kind. And that's what
• 15:34
  Speaker 2: we're doing. We helping each of our prospects and clients
• 15:37
  Speaker 2: become a one of a kind success in their industry
• 15:40
  Speaker 2: and their profession, and we are their wingman, their buddy,
• 15:44
  Speaker 2: their partner. We're helping them do that, helping them become
• 15:48
  Speaker 2: the hero of their customer journey. So, Eddie, really powerful
• 15:51
  Speaker 2: stuff there. Let's jump into tactic number two. You know,
• 15:54
  Speaker 2: tactic number one is great. I think what you're saying is, look,
• 15:57
  Speaker 2: the b D leaders should be looking at the whole
• 16:00
  Speaker 2: process of bed engagement, sales, marketing, the whole customer journey
• 16:05
  Speaker 2: and saying, Okay, what can we automate reliably? Okay, because
• 16:08
  Speaker 2: you also made the point that there's some unreliability in
• 16:12
  Speaker 2: artificial intelligence, but let's face it, uh, there's a lot
• 16:15
  Speaker 2: of unreliability in humans too, So let's take it easy
• 16:18
  Speaker 2: on AI. You know, expecting perfection out of it, so
• 16:22
  Speaker 2: you always want to check. And this is where the
• 16:25
  Speaker 2: human is involved, that the business developers involved to say, Okay,
• 16:28
  Speaker 2: we automated this, but let me, as a human, just
• 16:31
  Speaker 2: do the sniff test on this. Does it does it
• 16:33
  Speaker 2: make sense? And how will it come across to my prospect?
• 16:37
  Speaker 2: Because I'm the one, I'm the human that's reading their
• 16:39
  Speaker 2: body language, that's you know, getting a sense of how
• 16:41
  Speaker 2: they're feeling. The AI can't do that, at least not now.
• 16:45
  Speaker 2: And so you know, where are the ones doing the
• 16:47
  Speaker 2: kind of the sniff test on the AI feedback? And
• 16:50
  Speaker 2: so you're saying, you know, b D leaders should really
• 16:52
  Speaker 2: look at how to automate everything, but then how to
• 16:56
  Speaker 2: use the automation to maximize the human to human engagement.
• 16:59
  Speaker 2: So I love that one. Let's jump into tactic number two.
• 17:03
  Speaker 3: Thank you. So the second tactic I have is adaptive communication.
• 17:09
  Speaker 3: Adaptive communication is basically, speak to me in the same language.
• 17:14
  Speaker 3: You know. You do not go and I have one
• 17:17
  Speaker 3: of my clients now actually, who's a manufacturer and distributor
• 17:22
  Speaker 3: also of oil on truck parts. Well, you're going and
• 17:27
  Speaker 3: speaking honestly to a service mechanic. God bless them. They're
• 17:31
  Speaker 3: very talented, great people. But you don't want to go
• 17:35
  Speaker 3: in there from the beginning dressed up with whatever I'm wearing. Right,
• 17:38
  Speaker 3: You don't go with a dress up suit to go
• 17:40
  Speaker 3: and talk to a mechanic. You know they're busy. You
• 17:43
  Speaker 3: want somebody who can connect with them in the same level.
• 17:46
  Speaker 3: Even the language you use, the vocabulary you use when
• 17:50
  Speaker 3: you communicate with that person, be sure you're on the
• 17:53
  Speaker 3: same level. A lot of this stuff that I'm saying
• 17:56
  Speaker 3: some people might mention in the past and their books,
• 17:59
  Speaker 3: But one of the biggest things that I hear from
• 18:01
  Speaker 3: people about my book is, Eddie, you're keeping it real.
• 18:07
  Speaker 3: You're keeping it at our level. You know, you're not
• 18:10
  Speaker 3: using fancy words that people use god blast and banker,
• 18:14
  Speaker 3: real estate broker, whatever. You speaking to somebody who work
• 18:19
  Speaker 3: with their hand, who need you to look like them
• 18:22
  Speaker 3: to communicate with them. So adapt to their communications style.
• 18:27
  Speaker 3: What it is the physically, the verbally, the eye contact,
• 18:31
  Speaker 3: something to connect with them. A lot of customers do
• 18:35
  Speaker 3: not like to speak to somebody. I remember a quick story.
• 18:38
  Speaker 3: I was in Minnesota and I was working for a
• 18:41
  Speaker 3: building product company. We went to this retailer who sells
• 18:44
  Speaker 3: flooring industry, and I walked in with a tie because
• 18:47
  Speaker 3: I just came from an architects sales drope visit and
• 18:52
  Speaker 3: the architect you know, you get addressed up for them
• 18:54
  Speaker 3: with the time. When I went in there, you know what,
• 18:56
  Speaker 3: the first thing this guy asked me to do, Tony,
• 18:59
  Speaker 3: what's that Give me your tie otherwise I will not
• 19:02
  Speaker 3: see you. Literally, Tony took my tie and he had
• 19:07
  Speaker 3: a wall at that time we're standing in the lobby.
• 19:10
  Speaker 3: We went in his office and in his wall he
• 19:13
  Speaker 3: had ties of all the people came in with their
• 19:16
  Speaker 3: business card stable to it up in the wall.
• 19:21
  Speaker 2: Oh my gosh, I love it.
• 19:23
  Speaker 3: I love it. Yeah, owners and him in a suit
• 19:28
  Speaker 3: and tied dressed up, like, how are you doing? Yeah,
• 19:32
  Speaker 3: you've got to adopt to that, whether it's verbal communication, email, written,
• 19:37
  Speaker 3: adopted people's style. Yeah.
• 19:39
  Speaker 2: And here's what I love about And here's what I
• 19:41
  Speaker 2: love about the AI piece right now, because we're going
• 19:44
  Speaker 2: to get to a point and I hope we do
• 19:45
  Speaker 2: as quickly as possible as we will no longer have CRM.
• 19:48
  Speaker 2: We're going to have our AI Attendant Agent, whatever you
• 19:52
  Speaker 2: want to call it, writing along with us on these
• 19:55
  Speaker 2: calls where we're engaging one on one with prospects and customers,
• 19:58
  Speaker 2: and it's listening to everything. It's taking the notes, all
• 20:00
  Speaker 2: the action items, it's making the entries in the database
• 20:04
  Speaker 2: right with for all the follow on actions, next best actions,
• 20:08
  Speaker 2: the stuff that we hate to do because that's just
• 20:10
  Speaker 2: transactional data recording stuff, and it's listening in and then
• 20:15
  Speaker 2: it will automatically generate the follow on whether it's a
• 20:18
  Speaker 2: d M or email to that prospect and go, hey,
• 20:21
  Speaker 2: these are all the great things we talked about today. Right,
• 20:23
  Speaker 2: you will not have to write that email. I hope
• 20:25
  Speaker 2: we get to that as quickly as possible. But here's
• 20:27
  Speaker 2: what you're saying. You're saying is you as the human
• 20:30
  Speaker 2: need to watch those communications of the AI and take
• 20:34
  Speaker 2: the tie away from the AI when it starts to
• 20:37
  Speaker 2: write informal language. Right, you need to go. And this
• 20:40
  Speaker 2: is you as you're going to have as a business developer.
• 20:44
  Speaker 2: I think you're going to have an AI agent that
• 20:47
  Speaker 2: is your AI agent that works with Eddie, which works
• 20:49
  Speaker 2: with Tony throughout your entire career, and it's going to
• 20:52
  Speaker 2: learn your ICP. You're gonna teach it. You're going to
• 20:54
  Speaker 2: teach it. No, don't use those words, use this word.
• 20:57
  Speaker 2: It is going to be so highly focus in your industry.
• 21:02
  Speaker 2: It will become an asset for you. When you do
• 21:04
  Speaker 2: a job interview, people are going to say, Okay, yeah,
• 21:06
  Speaker 2: I met you. That's great. Now let's meet your AI agent. Right,
• 21:10
  Speaker 2: how many connections does it have?
• 21:11
  Speaker 3: How does it right?
• 21:12
  Speaker 2: How does it right? You know, this is going to
• 21:14
  Speaker 2: be a strategic asset for each one of us individually,
• 21:19
  Speaker 2: whether you know so this is going to be interesting
• 21:21
  Speaker 2: as we moved forward. Does does your company, your corporation
• 21:25
  Speaker 2: own your AI agent or do you do you own
• 21:28
  Speaker 2: those relationships? Because let's say, let's let's put it. You
• 21:31
  Speaker 2: know pretty clear here, A real strategic asset for business
• 21:34
  Speaker 2: developers is our rolodecks. It's our network of relationships we
• 21:37
  Speaker 2: cultivated over years, painstakingly. These are trusted relationships. Who do
• 21:42
  Speaker 2: those belong to? Those belong to me? Right, I'm the
• 21:45
  Speaker 2: business developer that brought those. So the AI agent is
• 21:48
  Speaker 2: just another member of my community, another part of my rolodex.
• 21:52
  Speaker 2: And so this is going to be fascinating to see
• 21:54
  Speaker 2: how this plays out in the future. But all right,
• 21:56
  Speaker 2: let's jump into tactic number two.
• 21:59
  Speaker 3: The loves I have is building a continuous growth mindset.
• 22:05
  Speaker 3: Stop going in there. A lot of us been to
• 22:08
  Speaker 3: New York or some major city. You come from the
• 22:11
  Speaker 3: subway from the train. You got that guy coming out
• 22:13
  Speaker 3: opening the jacket. What do you need? What do you need?
• 22:15
  Speaker 3: I got mooches, I got this, I got this, I
• 22:17
  Speaker 3: got that that one night starts selling. Basically, we're trying
• 22:21
  Speaker 3: to avoid that anymore. A business development specialists always think
• 22:25
  Speaker 3: about continuous growth from the customer's point of you. Not
• 22:29
  Speaker 3: your growth is your customer growth. That's where the relationship
• 22:34
  Speaker 3: come in. How can I continue taking my prospect will
• 22:38
  Speaker 3: become my customer now and now he's my client, and
• 22:41
  Speaker 3: your client always looking for your contribution to help them
• 22:45
  Speaker 3: grow their business. Stop going in and say, hey, this
• 22:49
  Speaker 3: is the flyer of the week. I got tomatoes and special,
• 22:52
  Speaker 3: I got this tools and special whatever the thing is,
• 22:55
  Speaker 3: and it's all about me, me, me me, I want money,
• 22:58
  Speaker 3: I want to grow. You really have to go and
• 23:00
  Speaker 3: look at the customer growth. A lot of people have
• 23:03
  Speaker 3: been misunderstanding when you say, hey, why most customer Most
• 23:07
  Speaker 3: new businesses, like you said earlier, fail because they really
• 23:10
  Speaker 3: focus about themselves. A true new business owner, which is
• 23:15
  Speaker 3: a BDS, is a business owner tool. I say that
• 23:18
  Speaker 3: and a lot of my workshop is a franchise that
• 23:20
  Speaker 3: you're getting it for free from your company when they
• 23:23
  Speaker 3: hire you to handle that sales for them. You know
• 23:27
  Speaker 3: you don't have to pay up run up front fees,
• 23:29
  Speaker 3: you don't have to come up with the equipment of
• 23:31
  Speaker 3: the team. Everything is ready for you. The point is
• 23:35
  Speaker 3: keep focusing on customers growth, financial growth.
• 23:39
  Speaker 4: That's the main thing they're looking for. The hand the
• 23:42
  Speaker 4: T shirt, let's go gow thing, let's go eat is great,
• 23:45
  Speaker 4: But the end of the day, it's all about numbers.
• 23:48
  Speaker 4: Have I contribute to your growth and your organization? How
• 23:52
  Speaker 4: I help you differentiate yourself as among your competitors. So
• 23:58
  Speaker 4: be sure that building a continuous growth mindset is part
• 24:03
  Speaker 4: of your mindset when you go from the beginning, I'm
• 24:06
  Speaker 4: part of your storytelling, not presenting to that prospect and
• 24:11
  Speaker 4: let them understand.
• 24:12
  Speaker 3: Hey man, I'm going to keep it real. You grow,
• 24:15
  Speaker 3: I grow, You don't buy. I don't grow. You go
• 24:18
  Speaker 3: your business with my tools, with my product, whatever I'm
• 24:21
  Speaker 3: offering new services. I grow. I don't want to see
• 24:24
  Speaker 3: my purchase with you continue on a flat rate. I
• 24:28
  Speaker 3: want to see you going up utilizing all the great
• 24:30
  Speaker 3: product and service we're giving. You get that as part
• 24:34
  Speaker 3: of your intro for them. So, yeah, this was the
• 24:37
  Speaker 3: last point that I want to deliver in this book.
• 24:41
  Speaker 2: Yeah, I love that, Eddie. You know, the official definition
• 24:46
  Speaker 2: of business development is customer and community advocacy that creates
• 24:50
  Speaker 2: corporate growth. That means we advocate. Our job is to advocate,
• 24:54
  Speaker 2: not to sell. That's what salespeople do all right, that's it.
• 24:58
  Speaker 2: You may end up doing some sales function as a
• 25:00
  Speaker 2: business developer, that's fine. You could be a full cycle
• 25:02
  Speaker 2: business developer and do that. That's great. But fundamentally our
• 25:07
  Speaker 2: role is to advocate for our prospects and our customers
• 25:11
  Speaker 2: once you convert them. That's our role because if you
• 25:14
  Speaker 2: do it right, you build the trust, you deliver value
• 25:16
  Speaker 2: to them, you help them grow. They in turn will
• 25:19
  Speaker 2: advocate for you, bring referrals to you, and that's how
• 25:22
  Speaker 2: you grow your business exponentially. Is those solid referrals. The
• 25:26
  Speaker 2: word amouth that says Eddie's the best guy. The Irish
• 25:28
  Speaker 2: cowboy is your man and he will deliver the results
• 25:31
  Speaker 2: for you and folks. Let's summarize those top three tactics
• 25:34
  Speaker 2: from Eddie's new book. Again, here's a picture of the
• 25:38
  Speaker 2: book if you're watching on the video and for those listening,
• 25:42
  Speaker 2: it's the Art of Business Development in the Age of AI.
• 25:45
  Speaker 2: It's innovative of sales skills in the twenty first century.
• 25:50
  Speaker 2: And those top three tactics we talked about. First of all,
• 25:54
  Speaker 2: identify where the AI can help out. It's an eighty
• 25:56
  Speaker 2: twenty rule. Look at what you can automate, and then
• 25:59
  Speaker 2: make sure that you always have the QA check from
• 26:01
  Speaker 2: the live business developer to make sure that you're getting
• 26:04
  Speaker 2: the right answer and delivering the right solution to your
• 26:06
  Speaker 2: prospects and customers. The second thing is, you know you
• 26:11
  Speaker 2: have that automation, that's great, but you got to keep
• 26:14
  Speaker 2: it real, okay, and you can approach with language that
• 26:19
  Speaker 2: the prospects and customers don't use. All right, be ready
• 26:22
  Speaker 2: to take the tie away from your AI agent that
• 26:26
  Speaker 2: is auto generating emails for you, and make sure that
• 26:28
  Speaker 2: you're training that model, your agent, your BD assistant, whatever
• 26:34
  Speaker 2: you want to call that AI tool, that you're training
• 26:37
  Speaker 2: it on your ideal customer profile, how they talk, how
• 26:40
  Speaker 2: they walk, how they listen, how they move, how they build,
• 26:42
  Speaker 2: how they grow. And then the final thing is always
• 26:46
  Speaker 2: approach business development from an abundance not a scarcity mindset.
• 26:52
  Speaker 2: That's sales, that's marketing, it's transactional and that's not a criticism.
• 26:57
  Speaker 2: But we approach with an abundance mindset. What can we
• 27:00
  Speaker 2: give to our prospects and customers? How can we help
• 27:04
  Speaker 2: them grow? And that's where AI can really help as
• 27:07
  Speaker 2: your assistant, as your agent. It can start to say Hey, Tony, Okay,
• 27:11
  Speaker 2: I heard the last conversation. I'm watching the emails back
• 27:13
  Speaker 2: and forth with your customer or your prospect. Hey, here
• 27:15
  Speaker 2: are three next best actions you should consider. Well, that's great,
• 27:19
  Speaker 2: I only thought of two. You gave me an extra one.
• 27:22
  Speaker 2: That is a fantastic way to leverage these tools is
• 27:26
  Speaker 2: to always learn how you can deliver value and help
• 27:30
  Speaker 2: your customers grow. And look, if you want to grow
• 27:33
  Speaker 2: and you want to build your business development skills, then
• 27:37
  Speaker 2: contact Eddie. Eddie, how can folks follow your work, get
• 27:41
  Speaker 2: in touch with you, connect with you?
• 27:43
  Speaker 3: Very good? A different platform that you can go ahead.
• 27:47
  Speaker 3: You can meet me on LinkedIn. You can meet me
• 27:49
  Speaker 3: on Facebook, or you can email me direct non pbspro
• 27:54
  Speaker 3: one dot com. So social media LinkedIn is there. You
• 27:59
  Speaker 3: can schedule free consultation. We want to understand what you've
• 28:02
  Speaker 3: got going on in your sales department and help you
• 28:05
  Speaker 3: out scale your sales department. You can meet me on
• 28:08
  Speaker 3: Facebook also at tbspro one dot com there or you
• 28:12
  Speaker 3: can direct email me. I either said add non at
• 28:16
  Speaker 3: tbspro one dot com.
• 28:19
  Speaker 2: Okay, folks, and more importantly, you can go to Amazon
• 28:23
  Speaker 2: and get a copy of the Irish Cowboys book available
• 28:26
  Speaker 2: in kindle, hardcover and paperback. Eddie, thank you so much.
• 28:34
  Speaker 2: Thank you for sharing your stories with us. You are
• 28:37
  Speaker 2: a master storyteller and I think if it's a kid
• 28:41
  Speaker 2: listening to this podcast, you're inspiring them to grow, all
• 28:44
  Speaker 2: of us to grow up to be bigger and better
• 28:47
  Speaker 2: business developers. Add non Ben Muffo's Eddie Muffos The Irish Cowboy.
• 28:54
  Speaker 2: Thank you for joining us today.
• 28:56
  Speaker 3: Thank you for having me Tony, Keep growing.
• 28:59
  Speaker 2: Keep growing.
• 28:59
  Speaker 1: Indeed, thank you for listening to the Business Development Podcast.
• 29:05
  Speaker 1: Join our free community of corporate partners and business development
• 29:09
  Speaker 1: professionals advancing the art, science, and ethics of the business
• 29:14
  Speaker 1: development profession at Gbdassociation dot org