Mike Duffy Outlines The Business Development Habits That Set You Apart

<p>Mike Duffy shares his insights into business development and creating relationships that move the world forward. Find out how Mike transformed his career in sales with one fateful and shocking conversation with his sales manager, why Mike’s philosophy on asking questions is what allows him to always add value to his relationships, and why treating your profession the same way that a doctor does theirs is the key to sustained success.</p> <p> </p> <p><span style="font-weight: 400;">Mo asks Mike Duffy: When was the moment that you decided that business development was important and you needed to get great at it?</span></p> <p> </p> <ul> <li><strong><span style="font-weight: 400;">Mike’s dad started in sales so he had a front row seat on making sales from the very beginning. He started his sales career by  selling ad space in a travel magazine, and once he got out of college, Mike started selling ladies clothes in California.</span></strong></li> <li><span style="font-weight: 400;">He took a $500,000 territory and in 18 months turned it into $2.5 million. He won salesman of the year at the age of 24 and ended up having a beer with his sales manager which led to a conversation that changed everything for him.</span></li> <li><span style="font-weight: 400;">Mike took a deep dive into discovering what really makes a good sales program and he became a student of sales for the rest of his career.</span></li> <li><span style="font-weight: 400;">Mike teaches lawyers business development now under the assumption that he has to sell the idea to his students. The goal is to help them understand that adding value to a relationship or closing a deal is sales by another name.</span></li> <li><span style="font-weight: 400;">If we want to live the life we want, we have to get great at growth.</span></li> <li><span style="font-weight: 400;">Start with the people you are going to call and how you can have a conversation that creates curiosity. That allows you to learn about what they need. Business development is about helping pe