Scott Winter, Dennis Baltz, and Andrew Cogar Discuss Why It's Time To Get Great At Business Development

<p>Mo asks Scott Winter: When was the moment that you realized that business development was great?</p> <ul> <li>Scott started his career off in sales with LexisNexis and that developed into a role in consulting. Eventually he made the switch to a product management position with Interaction where he focused on CRM and client relationships.</li> <li>Interaction is the world’s largest CRM system for law firms and by coming up in that environment, Scott learned a lot about the technical aspects of the software which helped him better serve his clients.</li> <li>Scott had the typical mindset about sales in college that most people have, but he reframed his perspective after getting some actual experience in sales positions.</li> <li>The one key moment when Scott realized that business development was a powerful tool for growth was after having a simple conversation with someone on a plan. Just listening carefully and remembering what he learned blew that person away when they met again many months later.</li> <li>Scott has a knack for having a conversation on any subject and being able to find a point of connection. He also tends to add notes in his phone of a particularly interesting detail (powerlifting, ironman training, etc.) and makes use of his CRM to keep track of everything.</li> <li>Remembering details about someone is an art and a science, but there are tools you can use to make it easier.</li> </ul> <p> </p> <p>Mo asks Dennis Baltz: When did you realize that business development is something that would be interesting to you?</p> <ul> <li>Dennis’s interest in business development goes all the way back to his high school days in 1987, where he was trying to find people to participate in market studies. It was a tough gig and he had to stretch outside his comfort zone to get things done.</li> <li>Knowing that he had something of value to offer to the people gave him the confidence to ask for something they may not be initially open to. Dennis learned to be interested in the person first and think about the v