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.