The Business Development Story That Changed Everything for Brian Caffarelli

<p>Mo asks Brian Caffarelli: Tell me of a business development story that you are really proud of.</p> <ul> <li>Brian’s most proud of the lesson he learned from his story. Early in his career, Brian was part of a major sales effort with a world-class brand. Negotiations went very well until there was one intractable snag with the contract.</li> <li>Brian learned that it wasn’t just about making a sale, it was about making a quality sale. Some clients aren’t right for your organization.</li> <li>You will never regret the client you didn’t get, as much as the wrong client you did get.</li> <li>Brian had to step up in two dimensions: In being with the buyer through all the steps of the process, and in bridging the gap between the seller’s needs and the buyer’s needs.</li> <li>Shared expectations are important. You should be diligent around creating shared expectations before a sale is made so that everyone is on the same page and you can avoid making painful mistakes down the road.</li> <li>If something isn’t a fit, it’s better to find that out sooner rather than later.</li> </ul> <p> </p> <p> </p> <p>Mentioned in this Episode:</p> <p><a href="http://growbigplaybook.com/" target="_blank" rel= "noopener">GrowBIGPlaybook.com</a></p> <p><span style="font-weight: 400;"><a href= "mailto:brian.caffarelli@stsconsulting.com" target="_blank" rel= "noopener">brian.caffarelli@stsconsulting.com</a></span></p> <p><a href="https://www.linkedin.com/in/briancaffarelli" target= "_blank" rel="noopener">linkedin.com/in/briancaffarelli</a></p>