Just had this HBR article suggested to me from a close friend.
Key points from 1966 that ring true today:
1) asking great questions is one of the most fundamental skills as a professional
2) showing you understand the prospect’s problems is needed for them to move forward
3) reducing uncertainty is very important to get a yes
How can you improve your Business Development process in each of these areas?
Business Development is a learnable skill.
It was in 1966 and it is today.
The service firms represented by true professionals (i.e., those who can do the work) are far more valuable to their clients than those represented by professional salesmen.