The Business Development Podcast

In Episode 41 of the Business Development Podcast, host Kelly Kennedy discusses the importance of belief in selling a product or service. Kennedy emphasizes that if after six months, a person is still struggling to connect with the product or service they are selling, and if they cannot demonstrate or believe in its value, then they are unlikely to succeed in their role. Kennedy highlights that it is crucial to sell oneself on the product or service before being able to sell it to others. Believing in the product or service is not only essential for personal motivation and job satisfaction, but it also plays a critical role in business development, marketing, and sales success.Kennedy acknowledges that it may take time to truly understand and appreciate the value of a product or service, and that there may be challenges in believing in something that one does not create personally. However, Kennedy emphasizes that it is necessary to genuinely want to meet people and be passionate about sharing the value of the product or service in order to be successful in sales and business development. Kennedy encourages individuals who do not believe in the product or service they are selling to consider moving on to something else that they can believe in more. Overall, believing in what you sell is crucial for both individual and company success in business development.Key Takeaways:It is crucial to believe in the product or service you are selling before you can effectively sell it to others.Self-motivation and a drive to win are essential for success in business development, marketing, and sales.It is challenging to be motivated to sell something you don't believe in.Take the time to truly understand and see the value in the product or service you are selling.Selling a product or service you didn't create is different from selling something you believe in.Believing in your product or service is critical for your own success, the success of the product or service, and the company as a whole.If you are struggling to see the value or believe in the product or service after six months, it may be time to consider moving on.Building confidence and demonstrating conviction in what you sell is important for effective sales.Belief in your product takes time, but not too much time. Give it six months before reevaluating.Belief needs to align with your values and principles.Belief is contagious and can positively impact your sales and success.Regularly monitoring business development efforts, providing weekly reports, and keeping a close eye on results can help ensure success.Genuine belief in a product or service is necessary to put in the effort required to be successful in sales.Mentioned in this episode:Hyperfab Midroll

In Episode 40 of The Business Development Podcast, host Kelly Kennedy welcomes marketing expert Esther Hall as the guest. Throughout the episode, the two discuss various topics related to business development and marketing, emphasizing the importance of storytelling, emotional connection, and the role of every individual in an organization in representing the company. They also delve into the significance of personalizing marketing efforts, overcoming fears of cold calling, and the fun and rewarding aspects of business development. Esther Hall shares her experience in the wine industry and her passion for marketing, while also discussing her role as the marketing manager for North America at Fluor.Overall, the episode provides valuable insights and advice on business development and marketing strategies, ensuring that companies effectively connect with their audience and grow their business.Key Takeaways:Business development and marketing are essential for establishing an emotional connection and understanding with customers.Sales and marketing skills are crucial for all employees, regardless of their role in the company.Companies should focus on involving all employees in marketing and representing the brand to clients.Effective marketing involves storytelling, personalization, and understanding the pain points of customers.Business development and marketing can be a fulfilling and enjoyable career path.Actively marketing and making cold calls are still relevant and effective strategies in the 21st century.Creating a strong brand power and differentiating oneself from competitors is crucial in selling products or services.Building personal connections and human interaction are fundamental to business success.Marketing is a form of psychology and understanding consumer behavior is key.The decline in dating apps highlights the importance of human interaction and connection in various aspects of life.Confidence and perseverance in sales and marketing efforts are necessary for business growth.Understanding the competitive landscape and adapting marketing strategies accordingly is crucial.Companies should embrace and empower business development professionals to drive success.Mentioned in this episode:Hyperfab Midroll

In episode 39 of the Business Development Podcast, host Kelly Kennedy discusses 15 characteristics that high-level business development personnel should possess. He emphasizes the importance of believing in the product or service being sold, as lack of belief can hinder the ability to sell effectively and feel good about it. Likability and honesty are key in building trust with customers, and being kind and genuine can go a long way in business development. Kelly also highlights the need for accountability, structure, and organization in order to be successful in this field. Overall, the episode serves as a guide for both those hiring for business development positions and individuals looking to improve their skills in this area.In this episode, Kelly Kennedy, the host of the Business Development Podcast, shares 15 essential characteristics for high-level business development personnel. He emphasizes the importance of being confident in the product or service being sold, as this confidence can greatly impact the ability to sell effectively. Likability is also highlighted as a critical attribute for success in business development, along with honesty and building trust with customers. Kelly discusses the need for accountability and structure, as well as the importance of staying organized. He concludes the episode by expressing gratitude to the listeners for their support and encourages them to continue tuning in for valuable business development advice and experiences.Key Takeaways:It is important to believe in the product or service you are selling in order to sell it effectively and feel good about it.Building trust with customers is essential and can be achieved by being kind, likable, and honest.Likability is a critical characteristic in business development and cannot be taught.Being organized and keeping detailed notes is important for success in business development.Confidence is key in sales and business development, and it is important to be able to stand behind the product or service being sold.Accountability and structure are important qualities for business development professionals and can contribute to their success.Likability and confidence are often innate traits in successful business development people.It is important to genuinely love and believe in what you sell to be successful in business development.Being adaptable and willing to improve can help business development professionals up their game.Likability and rapport-building skills are important in quickly establishing connections with customers.Following a structured process and holding oneself accountable are important for success in business development.Staying organized and being diligent in completing necessary tasks is crucial for success.Likability and confidence are highly valued qualities in business development professionals.Being likable and believing in the product or service being sold can make selling easier and more effective.Mentioned in this episode:Hyperfab Midroll

Episode 38 of the Business Development Podcast with host Kelly Kennedy features an interview with Jesse Schewchuk, the founder of Modern Muse Media. Jesse shares her journey from the film and television industry to becoming a leading expert in video marketing and brand development. She explains her motivation for starting her own business and the importance of mentors in her success. The episode emphasizes the power of video in business promotion and marketing, as well as the need for authenticity and genuine content. Kelly and Jesse also discuss the evolving role of social media and the impact of the pandemic on remote work and video production.In summary, episode 38 of the Business Development Podcast delves into Jesse Schewchuk's background in the film and television industry and her transition to helping industry professionals build their brand through video marketing. The episode highlights the importance of mentors and the power of storytelling. It also discusses the increasing importance of video in business promotion and the shift towards authentic and genuine content. The impact of the pandemic on remote work and video production is also explored.Key Takeaways:Building a personal brand through storytelling and video can help grow your business.Waiting for the right moment to tell your personal story can be important for success.Mentorship and support from others, especially in the early stages of entrepreneurship, can be valuable.Embracing authenticity and being true to oneself can attract and connect with others.Recognizing the power of video and social media for business promotion and marketing.Teaching individuals to create their own professional videos can be more effective than hiring a professional company.The importance of capturing genuine and authentic moments in business through video content.Overcoming challenges and obstacles can lead to personal and professional growth.The value of sharing stories and experiences to inspire and educate others.Recognizing and seizing opportunities in emerging industries or trends can lead to success.The significance of networking and building relationships in business development.Emphasizing the importance of mentorship and the role it plays in long-term business success.The value of perseverance and persistence in building a successful career or business.Acknowledging the need for continuous learning and staying ahead of industry trends.The power of storytelling and video in creating a unique and memorable personal brand.Mentioned in this episode:Hyperfab Midroll

In episode 37 of the Business Development Podcast with host Kelly Kennedy, he reflects on his career in business development, expressing his pride in being able to give back and promote the value of business development. He mentions meeting Joel on a previous episode and recommends listeners to check it out for valuable insights. Kelly shares that when he first started in business development, he lacked organization and structure but has since learned valuable lessons and provides ten tips for thriving in business development. He emphasizes the importance of utilizing a CRM tool and prioritizing new business development. Kelly expresses gratitude to his listeners for their support and shares updates on the podcast's growth, encouraging them to leave reviews and tell their friends.In the summary of the episode, Kelly highlights the importance of separating business development from account management and inside sales, and recommends focusing on new business connections. He also suggests using a notepad for note-taking during meetings and tasks. Kelly expresses appreciation for Joel's contribution to the show and mentions his company, North Then West, which helps with value proposition for businesses. He concludes by thanking the audience for their ongoing support and encourages them to continue following the podcast for future episodes.Key Takeaways:It is important to be organized and structured in business development.Using a CRM tool is essential in tracking and managing customers.Separating business development from account management can lead to better results.Value proposition should be a focus in business development.Taking notes and keeping organized records is crucial.Business development podcasts and resources can provide valuable tips and insights.Building new business connections is a key aspect of business development.Setting goals and tasks in a structured manner can increase productivity.Implementing a CRM tool, such as Pipe Drive, can streamline business development processes.Word-of-mouth marketing and referrals are important for the growth of a business.Mentioned in this episode:Hyperfab Midroll

In Episode 36 of the Business Development Podcast, host Kelly Kennedy interviews Joel Magalnick, the founder of North Then West. The episode focuses on the concept of value proposition and the importance of understanding and communicating it effectively. Joel shares his experiences helping companies identify their value proposition and refocus themselves to become leaders in their industries. He also discusses the challenges of differentiating oneself in the market and emphasizes the significance of culture in a company's success. Throughout the interview, Kelly expresses his appreciation for Joel's expertise and the impact of his work on the business development field.In summary, Episode 36 of the Business Development Podcast delves into the topic of value proposition and its role in business success. Joel Magalnick shares insights from his experience helping companies discover and leverage their unique value proposition. The episode highlights the importance of culture and differentiation in building a successful company, while also discussing the underrepresentation of business development in the media. Throughout the interview, Kelly Kennedy expresses his admiration for Joel's work and emphasizes the value of understanding and effectively communicating a company's value proposition.Key Takeaways:Value proposition is a crucial aspect of business development that is often overlooked and underrepresented.Companies need to differentiate themselves and communicate their value to customers in order to be successful.Understanding and articulating a clear value proposition is important for both small and large companies.Building a strong company culture and getting everyone on the same page is important for developing and delivering a compelling value proposition.Consulting companies like North Then West specialize in helping companies define and refine their value proposition.Mentioned in this episode:Hyperfab Midroll

In episode 35 of the Business Development Podcast, host Kelly Kennedy discusses the importance of business development and how it can benefit companies. He emphasizes the need for brand awareness and recognition and explains that passive marketing strategies, such as relying solely on ads and online presence, are not enough in today's saturated market. Kelly shares his own experiences and the challenges he faced when starting Capital Business Development. He also mentions the benefits of active marketing strategies, such as directly reaching out to potential clients and building one-on-one relationships. The episode concludes with a story about a phone call received by Cole at Capital Business Development and the importance of business development in driving growth and success.In summary, episode 35 of the Business Development Podcast highlights the significance of business development for organizations. Kelly Kennedy discusses the limitations of passive marketing strategies and advocates for implementing active marketing strategies in order to achieve brand awareness and recognition. He emphasizes the need for businesses to actively reach out to potential clients and build relationships rather than relying solely on passive methods. The episode ends with a story that illustrates the impact of business development and showcases its value in supporting business growth and success.Key Takeaways:Business development is important for creating brand awareness and driving growth.Passive marketing strategies are not effective in highly saturated markets.Active marketing strategies, such as making introductions and building relationships, are necessary for success.Business development requires proactive efforts and cannot solely rely on waiting for the phone to ring.Mental health and wellness should be prioritized in the business development process.Mentioned in this episode:Hyperfab Midroll

Episode 34 of The Business Development Podcast is an interview with Tash Jefferies, an entrepreneur who shares her personal journey with mental health and wellness. Tash emphasizes the importance of taking care of oneself and prioritizing mental and emotional well-being, especially for founders, entrepreneurs, and high-performance individuals. She discusses how she neglected her own health and put her responsibilities above her own well-being, but now recognizes the importance of self-care and the need to have a support system. Tash also highlights the role of exercise in relieving stress and building resilience, and encourages listeners to make time for themselves and seek help if needed. This episode provides valuable insights and actionable advice on how to develop resiliency and prioritize personal health in the business world.In this episode, Kelly Kennedy, the host of The Business Development Podcast, interviews Tash Jefferies, an entrepreneur who shares her personal journey with mental health and wellness. Tash emphasizes the importance of taking care of oneself, prioritizing mental and emotional well-being, and building resiliency. She discusses her experience of neglecting her own health and the impact it had on her life, as well as the importance of having a support system and seeking help when needed. Tash also highlights the role of exercise in relieving stress and shares tips on how to incorporate it into a busy schedule. This episode provides listeners with valuable advice on how to prioritize personal health and well-being in the business world.Key Takeaways:Mental health is a serious topic and should be taken seriously.Many people, including CEOs and high-performing individuals, struggle with mental health.It is important to prioritize personal well-being and take time for self-care.Exercise and physical activity can be a helpful stress reliever.Building resilience is crucial for entrepreneurs and business leaders.It is important to have a support system and someone to talk to about mental health challenges.Compartmentalization can be a useful tool in managing work and personal life, but it is important to also take care of oneself outside of work.Ignoring mental health issues does not make them go away and it is important to address them.Loss and grief can have a significant impact on mental health.Finding balance between work and personal life is important for overall well-being.Mentioned in this episode:Hyperfab Midroll

In episode 33 of The Business Development Podcast, host Kelly Kennedy thanks previous guest Erin Holowach, who is launching a commission-free real estate company in Canada. The episode discusses the role of business development reps (BDRs) and the importance of long-term investment in business development for overall success. Kennedy emphasizes the need for BD people to generate new opportunities, establish relationships, and create a funnel of potential sales and revenue for a company. The episode also provides insights into a typical day in the life of a BDR, including tasks such as checking emails and voicemails for opportunities, updating CRM, making introduction calls, and booking meetings.Overall, the episode highlights the significance of business development as a long-term game and an essential investment in a company's growth. The guest, Erin Holowach, shares her experience of launching a real estate company, emphasizing the value of establishing strategic partnerships and building relationships. Kennedy encourages BD people to focus on identifying new business, connecting with the right people on LinkedIn, and maintaining physical notes to stay organized and motivate follow-up calls. The episode concludes with the importance of providing exponential value to clients and customers over time and the aim to grow business by creating long-term value through customers, markets, relationships, and partnerships.Key Takeaways:Business development is an investment in long-term success.Business development should be viewed as a long-term game for a business.Effective business development can lead to significant returns on investment.Business development representatives (BDRs) generate new opportunities for a company.BDRs assist the sales team in finding and qualifying leads, as well as establishing strategic partnerships.Business development tasks require regular note-taking and organization.Sending LinkedIn invitations and making introduction calls are effective business development strategies.Monday mornings are a prime time for making introduction calls and booking meetings.Business development should focus on creating long-term value for an organization.Business development reps should prioritize checking emails and voicemails for opportunities.Updating the CRM regularly is important for effective business development.Providing exponential value to clients is a key goal of business development.Mentioned in this episode:Hyperfab Midroll

In Episode 32 of The Business Development Podcast, host Kelly Kennedy interviews Erin Holowach, a serial entrepreneur in the Edmonton business community. Erin and her husband Travis founded and grew ComFree, a for sale by owner alternative, to 98% brand awareness. They saw a need in the market for an alternative to traditional real estate companies and created a platform to help individuals sell their homes privately. Erin discusses the challenges they faced in reaching out to customers directly and the success and growth they achieved with ComFree. She also shares her passion for entrepreneurship and helping other leaders and entrepreneurs grow and operate their businesses to their fullest potential.Overall, this episode highlights the success story of Erin Holowach and her journey as an entrepreneur. The interview explores the motivations behind starting ComFree, the challenges they faced in the real estate market, and the impact they made in providing an alternative for individuals looking to sell their homes. Erin's passion for entrepreneurship and her desire to help others achieve success in their businesses shines through in the episode.Key Takeaways:Following one's passion and calling can lead to great success.Real estate companies often have a monopoly on selling homes, but there is a need for alternative solutions.Real estate commissions can be a significant expense for homeowners when selling their homes.The rise of the internet and online platforms has changed the way people buy and sell homes.Building a business on fear mongering is not sustainable in the long run.B2C (business to consumer) businesses face challenges in connecting with customers directly.The value of a business relationship is measured by the total upside, not just one deal.Business success can come from providing alternative solutions to existing problems.Reaching out to customers and connecting with them is a challenge in a noisy marketplace.Building a successful business requires hard work, perseverance, and adaptability.Mentioned in this episode:Hyperfab Midroll

Episode 31 of The Business Development Podcast, hosted by Kelly Kennedy, focuses on the topic of cold calls. The episode begins by highlighting the importance of active marketing over passive marketing in driving faster results and higher ROI. Kennedy emphasizes the need for businesses to actively communicate their value proposition and build connections with potential customers. He discusses the challenges of a passive marketing strategy and highlights the effectiveness of cold calls in conveying value and personality. Kennedy shares personal experiences and acknowledges the initial dislike for cold calls, but emphasizes the importance of changing attitudes and embracing them as a crucial part of active marketing.In the episode, Kennedy emphasizes the value of incorporating cold calls into an active marketing strategy. He underscores the need to change the pitch and tailor the value proposition depending on the target audience. Kennedy acknowledges that different industries may have varying value propositions and highlights the importance of effectively conveying the value of a product or service. He addresses the concerns associated with passive marketing strategies and emphasizes the role of cold calls in addressing customer concerns and building trust. Overall, the episode provides actionable advice and insights on how to improve cold calling techniques and leverage them as an effective tool in business development.Key Takeaways:Active marketing tends to have faster results and a higher ROI over time compared to passive marketing.It is important to communicate the value proposition of a product and provide reasons why customers should buy it.Different industries may have different value propositions, so it is important to tailor the pitch accordingly.Cold calls can effectively communicate value and build connections with potential customers.Passive marketing strategies, such as relying solely on ads, may not be as effective in addressing customer concerns or generating sales.Incorporating active marketing strategies, including cold calls, can help reach the right target audience and improve sales.Trust and rapport are important in business development, and active marketing strategies can help build that trust.Cold calls may initially be challenging or disliked, but they can be effective in closing deals and generating business growth.Mentioned in this episode:Hyperfab Midroll

In Episode 30 of The Business Development Podcast, host Kelly Kennedy interviews guest Fatima Zaidi, the founder of Quill Inc., a Canadian podcast agency. Kennedy, who has 16 years of experience in sales and business development, discusses with Zaidi her decision to start supporting podcasts in Canada and the challenges she faced in finding a Canadian hosting platform. Zaidi explains that she wanted to work with Canadian companies and saw a gap in the market for podcast services. She also discusses the benefits of podcasting and how it has become more accessible to Canadians.Throughout the episode, Kennedy and Zaidi touch on various aspects of business development and sales, sharing their insights and experiences. Zaidi emphasizes the importance of innovation and addressing pain points in the industry, while Kennedy highlights the value of building relationships and focusing on long-term business relationships. They also discuss the growth potential of podcasts and the need for strategic partnerships to enhance the podcasting platform. Overall, the episode provides valuable advice and perspectives for business development professionals and entrepreneurs.Key Takeaways:Business development is essential for the growth of a company. It is a skill set that can be applied across different industries and can significantly impact revenue and client acquisition.Podcasting is a valuable tool for marketing and reaching a wide audience. It provides a platform for businesses to share their expertise and connect with potential customers.Utilizing Canadian companies in the podcasting industry can bring unique benefits, such as supporting local businesses and catering to the Canadian audience.Building a podcast requires proper planning and execution, including pre-production, production, and post-production stages. It is important to consider factors like audience growth, marketing, and data analytics.Finding the right hosting platform for a podcast is crucial. Working with a Canadian hosting platform can provide a sense of authenticity and support local businesses.Innovation in podcasting is necessary to address the pain points of podcasters and cater to their specific needs. Continuous improvements and updates can enhance the overall podcasting experience for both podcasters and listeners.Building a podcast agency that exclusively focuses on creating and launching podcasts can fill a gap in the market and offer valuable services to businesses looking to enter the podcasting space.The success of a podcast relies on understanding the target audience and their preferences. By analyzing data and demographics, businesses can tailor their content and reach their intended audience more effectively.The COVID-19 pandemic created opportunities for podcasting, as brands redirected their experiential budgets towards digital platforms like podcasts.Building relationships and offering value to clients is crucial in business development. Long-term success is based on nurturing relationships and finding mutual benefits.Continuous learning and staying up-to-date with industry trends and developments are important for business development professionals. Networking and staying active on professional platforms like LinkedIn can provide valuable insights and opportunities.Building a podcast agency or a business requires patience, perseverance, and a product that provides unique value. It takes time to grow and expand, and external funding may not always be necessary or available.Quill Inc. and CoHost are examples of Canadian companies in the podcasting industry that prioritize strategic partnerships and continuous improvement. Collaborating with such companies can lead to a better podcasting experience for podcasters and listeners alike.Mentioned in this episode:Hyperfab Midroll

In episode 29 of The Business Development Podcast, host Kelly Kennedy acknowledges the questions and concerns from a listener named Martin and emphasizes the importance of addressing these questions to help not only Martin but also other listeners who may have similar inquiries. Kelly highlights the purpose of the podcast, which is to connect with and assist entrepreneurs and business developers in their journeys. He also expresses gratitude for the positive feedback received from listeners. Additionally, Kelly discusses the significance of having a well-crafted LinkedIn profile for business development and marketing purposes, emphasizing the need to include relevant work history, education, and certifications. He encourages listeners to connect with people in their industry by sending invitations and attaching a brochure related to their product or service.Amidst the discussion on LinkedIn, Kelly acknowledges the challenges faced by individuals affected by the forest fires in Western Canada and expresses sympathy for the evacuees. He reassures them that their safety is a priority and urges listeners to support and connect with those who may be able to provide assistance. Furthermore, Kelly mentions the upcoming question and answer episode, where he plans to address listener questions in depth and provide expert advice. He concludes by reminding listeners that the podcast aims to provide valuable insights and interviews, encouraging them to continue supporting the show and connecting with like-minded individuals for business growth and development.Key Takeaways:Having a well-optimized LinkedIn profile is crucial for business development and entrepreneurship.Addressing listener questions in a Q&A episode helps not only the person who asked the question but also hundreds or even thousands of others who may have the same questions.LinkedIn should be used as a networking and marketing tool, rather than a platform for direct sales.It is important to reach out to relevant contacts on LinkedIn and attach a brochure or product information to generate interest.A completed and professional-looking LinkedIn profile, including relevant work history and education, is essential for making a good impression on potential connections.LinkedIn allows users to send up to 100 invites per week, and it is important to use these invites wisely by targeting relevant individuals who can potentially help with business development or make a purchase.Regularly addressing listener questions and providing expert advice on the podcast helps to connect with and support the audience.LinkedIn can be compared to a personal skyscraper in the 21st century, and it needs to be optimized and utilized correctly to reflect one's professional persona.People judge others based on their LinkedIn profiles, so it is important to present oneself in the best possible way on the platform.By sending out a hundred relevant connection requests on LinkedIn, it increases the chances of connecting with individuals who can contribute to business growth.There is a limit to the number of people one can reach on LinkedIn without a premium account, but the focus should be on quality connections rather than quantity.Mentioned in this episode:Hyperfab Midroll

In Episode 28 of The Business Development Podcast, host Kelly Kennedy brings on guest Tash Jefferies to discuss the importance of authenticity in social media and business development. Tash emphasizes the need to be genuine and real in portraying oneself and connecting with others. She shares her own experiences as an entrepreneur and mentor, highlighting the joy and fulfillment she finds in her work. Throughout the episode, Kelly and Tash also express their admiration for the podcast's mission of giving a voice to amazing Canadian founders and showcasing their stories to a wider audience.In this episode, host Kelly Kennedy interviews guest Tash Jefferies about the significance of authenticity in social media and business development. Tash emphasizes the importance of connecting with others on a real and human level, rather than putting on a façade or being fake. She shares her experiences as an entrepreneur and mentor, discussing the excitement and fulfillment she finds in her work. Kelly and Tash also express their admiration for the podcast's role in providing a platform for Canadian founders to share their stories and gain exposure.Key Takeaways:Authenticity is key in connecting with others and conveying a message effectively.Social media can be a powerful tool for business development, but it should be used in a genuine and non-mechanical way.The work of podcasters and platforms like the Business Development Podcast is valuable as they give founders and entrepreneurs a voice and the opportunity to share their stories.Business development is about more than just the mechanics and procedures; it's about genuine energy and passion for the work.The ability to inspire and connect with others is a gift and can have a significant impact.Building relationships and making connections is crucial for success in business development.Being open and sharing the good, the bad, and the ugly allows for a more authentic and relatable experience for listeners or viewers.Passion for the work and a love for what you do can be felt by others and can have a positive impact on the success of business endeavors.Providing a platform for others to share their stories and experiences can be a valuable contribution to society.Recognizing and appreciating the efforts and impact of others in the industry, such as podcasters and founders, is important for building connections and supporting their work.Tash Jefferies - Listener Challenge:If you ever had a teacher that made a profound impact on your life in a positive way, find them on Linkedin or Facebook and send them a note. Teachers typically do not see the impact they had on your life, tell them!Mentioned in this episode:Hyperfab Midroll

In Episode 27 of The Business Development Podcast with host Kelly Kennedy, the focus was on the importance of separating the roles of account management and business development within organizations. Kennedy emphasized that combining these two positions is a common mistake made by companies, and that they should be handled independently. He shared his expertise in both areas and discussed the benefits of allowing business development professionals to focus solely on bringing in new business, while account managers maintain strong relationships with existing customers. Kennedy also expressed gratitude for his listeners and provided updates on the success of the podcast, including a nomination for Best Business Podcast in the upcoming Quill Podcast Awards.Overall, Episode 27 of The Business Development Podcast highlighted the significance of maintaining separate account management and business development roles. Kennedy stressed the importance of building strong relationships with customers through account management and focusing on new business development separately. He expressed appreciation for his listeners and shared updates on the podcast's success, including a nomination for an industry award.Key Takeaways:Combining business development and account management roles can be a mistake and should be handled independently.Account management is crucial for building strong relationships with customers, increasing consumption of products or services, and maximizing retention and upsell opportunities.Swapping out account reps frequently is not ideal and they should stay with the account for as long as the customer remains a customer.Business development people should focus on bringing in new business and making new connections, while account managers should focus on maintaining and cultivating relationships with existing customers.Building friendships and relationships with customers is important in generating loyalty and advocacy.Objectives and objections from customers should be anticipated and addressed effectively to move forward with the relationship.Providing value and building long-term relationships is more beneficial than squeezing profits from individual deals.Customers who view account managers as friends are more likely to be lifelong customers and champions of the company.Separating account management from business development may require additional resources, but it can lead to more effective results in the long run.Mentioned in this episode:Hyperfab Midroll

In Episode 26 of The Business Development Podcast with host Kelly Kennedy, the guest interview features Faheem Khan, the Founder and CEO of Aro Robotic Systems. Faheem shares his inspiring journey as a serial entrepreneur, starting from humble beginnings as a goat herder in a poor village in Pakistan to his current success in the robotics industry. He discusses his educational background, including a PhD in electrical engineering and an MBA, and how his ambition and enthusiasm have propelled him to become a great leader in his field. Faheem emphasizes the importance of support from other business owners and the willingness to ask for help in order to succeed.Throughout the episode, Faheem highlights the growth and potential of the robotics and AI industry, comparing it to the early days of computers when people were unsure of their impact. He shares his experience in starting his company, Fourian, which manufactures microchips for various industries. Faheem also mentions the challenges posed by the Covid-19 pandemic and how it has affected businesses. The discussion emphasizes the importance of collaboration and support between businesses, as well as the need for continuous learning and adaptation. Overall, the episode provides valuable insights into Faheem's entrepreneurial journey and sheds light on the exciting prospects in the robotics and AI industry.Key Takeaways:Business owners and people are often willing to help if you ask for assistance.Networking and seeking support from other business owners can be beneficial.Hard work, determination, and ambition are key to achieving success in business ventures.Technology, such as robotics and AI, can have a significant impact on industries and offer potential for growth.Learning from failures and setbacks is crucial for growth and development.Global events, such as the Covid-19 pandemic, can disrupt businesses and require adaptation.Education and continuous learning, such as obtaining an MBA or PhD, can contribute to business success.Being grateful and acknowledging the support of others is important in business.Collaboration and cooperation among businesses can lead to mutual benefits.The entrepreneurial journey often involves moving from one country and industry to another, facing different challenges along the way.Mentioned in this episode:Hyperfab Midroll

In Episode 25 of the Business Development Podcast, host Kelly Kennedy expresses his gratitude to those who have nominated the podcast for the Quill Podcast Award. He emphasizes the importance of consistency in business development and urges listeners to follow up regularly with prospects. Kelly discusses the challenges faced by business development professionals and shares his insights on building trust and developing strong relationships. He also highlights the significance of using a customer relationship management system (CRM) and recommends Pipedrive as a reliable option.Overall, Episode 25 of the Business Development Podcast emphasizes the importance of consistency, follow-up, and building trust in business development. Kelly Kennedy expresses his gratitude for the podcast's nominations and discusses the challenges faced by professionals in this field. Kelly emphasizes the significance of using a CRM and recommends Pipedrive as a suitable option. Through these discussions, listeners gain valuable advice on effective business development strategies.Key Takeaways:Consistency is important in business development, including regular follow-up calls and emails.Building relationships takes time and effort, just like personal relationships.Using a CRM (Customer Relationship Management) system like Pipedrive can be beneficial for managing business development processes.It takes an average of eight touches to book an initial meeting or conversation with a new prospect.Disqualifying prospects who are not interested can save time and energy.Continuing follow-up efforts can lead to more closed deals and successful business relationships.Research and proper digging are necessary to find the right contacts within an organization.Trust and good relationships take time to develop.Time management and prioritizing valuable prospects is important in business development.CRM systems should have a good process flow to ensure effective follow-up and organization.Adding new LinkedIn contacts and sending out invites regularly can help in business development.Personal relationships can serve as a model for building professional relationships.The importance of making enough phone calls or touches to reach prospects and book meetings.Mentioned in this episode:Hyperfab Midroll

In Episode 24 of the Business Development Podcast, host Kelly Kennedy finally welcomes Dale Schaub as his guest. Dale is a marketing graduate from NAIT and has over 15 years of experience in sales and marketing. He also runs his own successful business consulting firm in Edmonton, Alberta, Canada. During the episode, Dale discusses his career journey, starting with his passion for marketing and advertising. Kelly shares his experiences working in car sales and the impact of the economic downturn in 2008. Dale also talks about the importance of finding one's own pathway in sales and business development.Throughout the episode, Kelly expresses his admiration for Dale's accomplishments and the impact he has made in mentoring future entrepreneurs. Dale highlights the importance of sales experience and shares how he started his own business consulting firm. He also discusses his work with students at NAIT, helping them start and grow their businesses through mentorship and entrepreneurship programs. The episode ends with Kelly expressing his gratitude for having Dale on the show and the valuable insights he shared about sales and business development.Key Takeaways:Sales and business development skills are crucial for success in the industry.Being aware of different sales techniques and approaches can lead to better results.It is important to constantly seek growth and improvement in sales and business development.Building relationships and networking are key to success in sales and business development.Recognizing opportunities and taking advantage of them can lead to career advancement and success.Education and continuous learning are valuable tools for personal and professional growth in sales and business development.Being passionate about the work and helping others can make a career in sales and business development rewarding.Adaptability and finding one's own pathway in sales are essential for success.Building trust and providing value to clients is crucial in sales and business development.Mentioned in this episode:Hyperfab Midroll

In Episode 23 of The Business Development Podcast, host Kelly Kennedy provides advice for new business development representatives and entrepreneurs who are looking to market their businesses. He emphasizes the importance of starting with local marketing and targeting the right individuals within organizations who have the power to make purchasing decisions. Kennedy also discusses the concept of imposter syndrome and encourages listeners to not be discouraged if they feel overwhelmed or unsure of what to do. He stresses the significance of consistency, structure, and organization in business development and marketing strategies, and recommends two books for those starting out in these fields: "How to Win Friends and Influence People" and "The Like Switch." Kennedy concludes by highlighting the value of creating meaningful relationships and prioritizing customer needs, and he encourages listeners to hold themselves accountable and stay focused on their goals.In Episode 23 of The Business Development Podcast, host Kelly Kennedy provides valuable advice for new business development representatives and entrepreneurs. He suggests starting marketing efforts in the local area before expanding, and emphasizes the importance of targeting the right individuals within organizations who can make purchasing decisions. Kennedy shares his own experiences with imposter syndrome and assures listeners that it is normal to feel overwhelmed or unsure when starting out. He stresses the need for consistency, structure, and organization in business development and marketing strategies, and recommends two books, "How to Win Friends and Influence People" and "The Like Switch," for those new to these fields. Kennedy concludes by highlighting the importance of building meaningful relationships and prioritizing customer needs, and encourages listeners to hold themselves accountable and stay focused on their goals.Key Takeaways:The best location to start marketing is the local area where you are based, as it is easier to pitch to people who understand the relevance of your product or service.It is important to clearly identify and target the specific individuals within an organization who have the authority to make purchasing decisions.Imposter syndrome is common and normal for new entrepreneurs and business development professionals, so it's important to acknowledge and overcome these feelings.Consistency, structure, and accountability are crucial in business development and marketing strategies.Building relationships and networking through organizations like local Chambers of Commerce can provide valuable opportunities for business growth.Having all customer information and work organized in one place, such as a CRM system, is essential for effective business development.Personalization and meaningful connections in outreach efforts, such as sending a brief introduction and a brochure, can increase the chances of engagement and meetings.Holding oneself to account and setting specific goals, such as making a certain number of phone calls or sending a specific number of introductions, is important for achieving consistent results.Utilizing digital platforms, such as LinkedIn, for outreach and introductions is effective, but it's critical to follow up with offline and personalized communication.Having a structured daily routine and staying organized can enhance productivity and effectiveness in business development and marketing efforts.Mentioned in this episode:Hyperfab Midroll

In Episode 22 of The Business Development Podcast, host Kelly Kennedy interviews Ken Gee, a local celebrity and entrepreneur from Edmonton, Alberta. Ken shares his journey from being a kid with an immigrant mentality to becoming a successful broadcaster and business professional. He talks about his passion for media and public speaking, starting from a young age, and how he eventually found his way into the broadcasting industry. Ken emphasizes the importance of focus and knowing why you're doing things in business development. He also highlights the significance of having mentors and learning from their mistakes. The podcast provides actionable advice on growing a business and features interviews with business owners, CEOs, and business development representatives.Overall, the episode offers insights into Ken Gee's broadcasting career and his experiences as an entrepreneur. Along with discussing his upbringing and family's understanding of business, Ken shares how he got his start in announcing football games and eventually pursued his dream job as a horse racing announcer. Kelly Kennedy commends Ken's work and public speaking skills and discusses the importance of being brave and asking for what you want in business. The interview provides an inspiring story for listeners and offers practical advice for those looking to grow their businesses.Key Takeaways:Focus and determination are essential when pursuing a career in business development.Having good mentors and learning from others' mistakes can greatly benefit an entrepreneur.Public speaking is a valuable skill that can open doors and opportunities in various industries.Starting entrepreneurship at a young age can lead to long-term success.Being confident and asking for what you want can often lead to positive outcomes.Persistence and hard work are necessary for success in business.Immigrant mentality and a strong work ethic can drive entrepreneurial success.Growing up in a family with an understanding of business can provide valuable insights and experiences.Pursuing one's passion and interests can lead to a fulfilling career.Networking and promoting local businesses can be rewarding and appreciated.Putting in the necessary time and effort will eventually pay off in business.Learning from various experiences and industries can contribute to a versatile skill set.Making the most of opportunities and taking risks can lead to personal and professional growth.Leveraging skills and experiences from one career can transition into success in another field.Being adaptable and willing to learn throughout one's career is crucial.Mentioned in this episode:Hyperfab Midroll

In episode 21 of The Business Development Podcast hosted by Kelly Kennedy, the focus is on organization and structure in business. Kelly expresses his gratitude to his listeners for their support and shares how he initially struggled with business development and organization. He highlights the importance of taking notes, tracking information, and prioritizing tasks to improve sales and business success. Kelly discusses the benefits of using a CRM (Customer Relationship Management) system and emphasizes the significance of repetitive, efficient, and effective actions in entrepreneurship. He also mentions a mentor who has had a significant impact on his life and mentions a recent interview with Lasse Joergensen of All IN Productions.In this episode, Kelly Kennedy emphasizes the importance of organization and structure in business development. He expresses his appreciation to the listeners and acknowledges that he was not initially skilled in this area. Kelly discusses the benefits of taking notes and tracking information, particularly through the use of a CRM system. He encourages listeners to prioritize tasks based on importance and shares his personal experiences in becoming more organized and effective in business development. Additionally, Kelly highlights the impact of a mentor in his life and mentions a recent interview with Lasse Joergensen of All IN Productions.Key Takeaways:Tracking information in a CRM can greatly benefit your business development career and entrepreneurial career.The tasks that you tend to avoid are usually the ones that would improve your sales or business the most.It is important to prioritize the most important tasks first in order to be effective in business development and entrepreneurship.It is essential to track contact details, conversations, and introductions with clients and potential partners.Creating structure and organization in your life can significantly increase your effectiveness in business development.Building a workspace that inspires and motivates you is important for productivity.Utilizing a daily notebook can be a life-changing tool for managing business tasks and clients.Business development requires consistency, repetition, and efficiency in order to be effective.Setting aside personal challenges and taking action is crucial in business development.Implementing a CRM can revolutionize business organization and management.Making consistent phone calls and LinkedIn engagements can greatly improve effectiveness in business development.Having a mapped out plan for each day can increase productivity and effectiveness.Creating a positive and personalized workspace can improve motivation and productivity.Mentioned in this episode:Hyperfab Midroll

In Episode 20 of the Business Development Podcast, host Kelly Kennedy interviews Lasse Joergensen, the founder and owner of All IN Productions in Edmonton, Alberta, Canada. Throughout the episode, Joergensen emphasizes the importance of finding passion in the work that you do and discusses his journey from psychotherapy and marketing to video production. He shares insights on his experience in the fashion industry, starting his own t-shirt company, and eventually transitioning to video production. The interview highlights the value of clarity and passion in business development and provides listeners with actionable advice on how to grow their businesses.Overall, the episode focuses on the importance of finding meaning and enjoyment in your work and how that can drive success in business. Joergensen's personal journey serves as an inspirational example of following your passion and pursuing a career that aligns with your interests and skills. Listeners are encouraged to prioritize their own happiness and pursue opportunities that fulfill them both professionally and personally.Key Takeaways:It is important to find passion in the work you do. If you are not passionate about what you're doing, you should find something that you are passionate about.Business development is not something that is taught in school, but it can be a creative and fun field to work in.Finding meaning and clarity within yourself is important before pursuing business success.Building relationships and networking can lead to new opportunities and collaborations.Having goals and a clear vision of where you want to go can help guide your business development efforts.Being passionate about your work and enjoying what you do can carry you through challenges and setbacks.Being open to new opportunities and following your interests can lead to unexpected career paths.It is important to find meaning and passion in your life outside of work, as business success is not everything.Learning from different experiences and acquiring different skills can lead to personal and professional growth.Video production can be a valuable tool for businesses, and understanding the different types of videos needed can help in utilizing them effectively.Mentioned in this episode:Hyperfab Midroll

Episode 19 of The Business Development Podcast with host Kelly Kennedy focuses on the importance and utilization of LinkedIn for business owners, entrepreneurs, and individuals in sales and business development. Kelly emphasizes that LinkedIn is the best social media platform for generating real person-to-person relationships and connections within the business community. He highlights the benefits of joining LinkedIn groups, using the platform to market and promote business products and services, and leveraging LinkedIn as a modern space for building relationships, finding partnerships, and creating synchronicities. The episode provides tips and tricks on utilizing LinkedIn effectively, making connections authentically, and differentiating oneself from generic sales pitches and messages.The host also emphasizes the value of having a premium business account on LinkedIn, as it provides additional features and advantages. He encourages listeners to have a professional and complete LinkedIn profile, including relevant information about their business and themselves. Additionally, the episode explains the importance of keeping personal and business life separate on social media platforms, using LinkedIn exclusively for business purposes. The host closes the episode by expressing gratitude to the listeners and their ongoing support, reiterating the necessity of being on LinkedIn and making effective use of it in daily business strategies.Key Takeaways:Instagram is great for B2C and generating information, but LinkedIn is the preferred social media platform for businesses.LinkedIn is a powerful tool for connecting with other business professionals, building relationships, and finding partnerships.A premium business account on LinkedIn is highly recommended for maximizing its potential.It is important to utilize LinkedIn as part of your daily business strategy and regularly update your profile with accurate and relevant information.LinkedIn can be used as both an active and passive marketing strategy, but it is important to post relevant content and avoid coming across as robotic or spammy.LinkedIn provides the opportunity to connect with industry leaders, CEOs, and decision-makers, making it a valuable resource for business development and sales.Personal branding on LinkedIn is important, and having a professional photo and a well-structured profile can help you stand out from the crowd.Building genuine relationships and providing value to others on LinkedIn is more effective than broad-stroke strategies.Utilizing LinkedIn groups and starting discussions can help generate interest in your product or service.Consistently engaging with LinkedIn and its features, such as InMails, can lead to greater networking opportunities and business growth.Mentioned in this episode:Hyperfab Midroll

In Episode 18 of the Business Development Podcast with host Kelly Kennedy, he welcomes back Colin Christensen as a guest. Kennedy expresses his admiration for Christensen and their previous conversations, highlighting his inspiring and insightful perspective. Christensen shares his desire to learn as much as possible to be helpful to entrepreneurs and reflects on his own journey as an entrepreneur. The conversation touches on the challenges and mistakes entrepreneurs face, and the importance of resilience and learning from failure. Throughout the episode, Christensen shares his personal experiences and advice for navigating the entrepreneurial world.In the second part of the episode, Kennedy asks Christensen to share a specific story about a major setback he experienced. Christensen recounts his involvement in a golf training center venture and the difficulties they encountered during the economic downturn in 2007 and 2008. He discusses the challenges they faced in raising capital and the need to scale back their plans. Despite the setbacks, Christensen emphasizes the importance of learning from mistakes and staying optimistic in order to come out stronger on the other side. The episode ends with Kennedy expressing his appreciation for Christensen's honesty and sharing his excitement for the valuable lessons and insights gained from the conversation.Key Takeaways:Failure is a part of entrepreneurship and it is important to learn from your mistakes.It is necessary to adapt and change strategies when faced with setbacks or challenges.Taking risks is a part of being an entrepreneur, but it's important to assess the level of risk and make calculated decisions.It is crucial to have resilience and optimism in order to overcome obstacles and come out stronger.Learning from mentors and seeking advice from experienced entrepreneurs can provide valuable insights and guidance.It is important to have a realistic perspective and expect that not every venture will be successful.Rapid growth and success can be followed by unforeseen challenges, so it is important to plan and prepare for such situations.Building a strong team and seeking support from others is crucial for success in entrepreneurship.Learning from past mistakes can help guide future decisions and strategies.It is important to constantly learn and improve as an entrepreneur.Mentioned in this episode:Hyperfab Midroll

In Episode 17 of the Business Development Podcast with host Kelly Kennedy, he expresses his gratitude to his listeners and introduces Colin Christensen as a guest for the next episode. Kelly emphasizes his passion for active marketing and encourages business development professionals and entrepreneurs not to rely solely on passive marketing strategies. He stresses the importance of building emotional connections with clients and meeting them where they are at, rather than hoping they will stumble upon ads or campaigns. Kelly shares his belief that active marketing, such as direct phone calls and emails, physical brochures, and personal interactions, is the most effective way to market a company, especially for those new to business development. He advocates for creating business-to-business relationships and highlights the benefits of human-to-human connections in marketing.In this episode, Kelly also mentions the success of the show and the increasing listenership. He invites listeners to stay tuned for the next episode, where he promises valuable advice and insights. Kelly acknowledges that although passive marketing may have some benefits for brand recognition, an active marketing strategy is far more effective in reaching and connecting with customers. He emphasizes the importance of direct contact and personalization in marketing efforts, rather than relying solely on advertisements and digital campaigns. Kelly wraps up the episode by thanking his listeners and expressing his dedication to his role as a business development lead with Capital Business Development.Key Takeaways:Active marketing is more effective than passive marketing strategies.Building an emotional connection with clients is essential for building relationships and being remembered.Direct contact and personal interaction, such as phone calls and in-person meetings, are crucial for business development.Cold calling is still a valid and effective strategy for generating leads and sales.Brand recognition is important, but should be complemented with active marketing efforts.Meeting potential clients where they are at increases effectiveness and success in business development.Value in business relationships should be measured in the long-term rather than focusing on immediate deals.It is important to approach marketing and business development from a human perspective, emphasizing the importance of personal connections and relationships.Mentioned in this episode:Hyperfab Midroll

In Episode 16 of The Business Development Podcast, host Kelly Kennedy interviews Colin Christensen, a serial entrepreneur with 30 years of experience in starting, funding, and growing businesses. Christensen shares his journey of becoming an entrepreneur and the challenges he faced in marketing his own businesses. Despite making mistakes along the way, he emphasizes the importance of having someone else market your business to avoid the pain of rejection. He also discusses the need for humility and curiosity in entrepreneurship and encourages listeners to have a side hustle to support their goals.This episode is part one of a two-part series with Colin Christensen, and Kennedy expresses his excitement for having him on the show. Christensen's passion for art and business led him to start various ventures, and the discussion covers his experiences in business development, mentorship, and focusing on the customer's needs. As an advocate for early stage entrepreneurship, Christensen shares valuable advice, tips, and experiences for growing a successful business. Kennedy and Christensen promise listeners an engaging and informative conversation in part two of the series.Key Takeaways:Marketing one's own business can be incredibly challenging.Being an entrepreneur requires more than just being a business development person.It is important to have mentors and seek advice to avoid making mistakes.Starting a profitable business right from the beginning is crucial.It can be beneficial for entrepreneurs to have someone else market their business.Support and guidance from others, such as family members, can be instrumental in success.Continuous learning and adapting to changes are necessary in entrepreneurship.Understanding and solving customer problems should be a focus for entrepreneurs.Side hustles can be a valuable opportunity for everyone.Humility and curiosity are important attributes for entrepreneurs.Taking action and seeking opportunities are key to success.Following one's passion and interests can lead to business opportunities.Building a network and relationships are important in entrepreneurship.Being open to feedback and guidance from others can help in personal and professional growth.Mentioned in this episode:Hyperfab Midroll

In Episode 15 of The Business Development Podcast, host Kelly Kennedy starts off by expressing gratitude to his guest, Paul, for joining the show. Kelly emphasizes the importance of having a clear goal in business development and discusses the significance of showing interest and care in meetings to build relationships. He advises listeners to consider sending a reminder and relevant marketing materials before a meeting, as well as to always ask for what they want. Kelly shares his preference for in-person meetings and stresses the need to verify that clients have accepted meeting requests. He emphasizes the importance of detailed calendar invites and encourages listeners to do their homework on clients before meetings. Overall, Kelly provides practical tips and insights to help business development professionals improve their meeting strategies and create successful connections.In the second part, Kelly continues to offer valuable advice for preparing and conducting meetings. He underscores the importance of asking for the meeting and being clear about goals. He recommends having the contact details of clients, including their cell numbers, for easy communication. Kelly suggests arriving early for meetings to review notes and ensure a smooth start. He also encourages listeners to research clients on platforms like LinkedIn and to strive for a good understanding of their backgrounds. Kelly advocates for neutral meeting locations and shows the value of sharing some marketing material with clients. He concludes the episode by reiterating the significance of being prepared, showing care, and continuously learning in the field of business development. Overall, Episode 15 of The Business Development Podcast provides practical tips and insights for leveraging meetings to foster relationships and achieve business goals.Key Takeaways:It is important to know your goal before scheduling a meeting.Sending a reminder before the meeting and including relevant marketing materials can be beneficial.Clarify the length of time it will take to reach the meeting location.Always verify that the client has accepted the meeting request.Send a detailed calendar invite with all the necessary information.Ask for the meeting and be clear about what you want to achieve.Research the client and company before the meeting.Meeting at a neutral location, such as a restaurant, can be advantageous.Show interest and care by doing some background research on the client.Arrive early to the meeting to review notes and be prepared.Have contact details easily accessible for the client.Text or call the client before the meeting to provide details on where to meet.Attach relevant marketing materials, such as a brochure, to the calendar invite if needed.Be proactive in tracking and following up on meeting requests.Be professional and prepared during the meeting.Always be early for meetings.Have a good understanding of the client's business and services.Keep notes on the purpose of the meeting and any necessary information.Mentioned in this episode:Hyperfab Midroll

In Episode 14 of The Business Development Podcast, host Kelly Kennedy interviews Paul Holah, a business leader with extensive experience in engineering, construction, and project management. Paul shares his insights on building relationships and making connections in the world of business development. He emphasizes the importance of personal relationships and trust when it comes to generating new clients and winning contracts. Paul also discusses the challenges and rewards of working in various locations across Canada, highlighting the need for adaptability and creativity in business development. Listeners can expect to gain actionable advice and tips on how to grow their businesses from this episode.Overall, Episode 14 of The Business Development Podcast offers valuable insights into the world of business development from the perspective of an experienced leader. Paul Holah's diverse background and wealth of knowledge provide listeners with practical advice on building relationships, navigating challenges, and seizing opportunities in the industry. Whether it's understanding the value of personal connections, overcoming resistance to change, or finding creative ways to make connections, this episode is a must-listen for entrepreneurs and business leaders looking to grow their businesses.Key Takeaways:It is easier to say yes and explain your yes than to say no and explain the no.Building relationships and making connections is crucial in business development.Business development takes time and patience, and quick wins are not always possible.Trust and credibility are essential in convincing clients to make a change or switch contractors.Generating relationships and establishing connections requires creative thinking.Personal relationships play a significant role in business development.Having a diverse range of experiences and connections can be valuable in business development.Success in business development requires leadership, teamwork, and exemplary work with clients.Mentioned in this episode:Hyperfab Midroll

In Episode 13 of The Business Development Podcast, host Kelly Kennedy expresses gratitude for the support of his listeners and acknowledges the positive impact his podcast has had on their businesses. He thanks Justin LaRocque of ROC Advisors for his support and recommends him for financial advice, highlighting the importance of support and encouragement in continuing his podcast. Kennedy opens up about his own experience with anxiety and stage fright, sharing that even successful businesspeople and entrepreneurs experience these feelings. He emphasizes the importance of consistency and repetition in business development, and encourages listeners to not let anxiety hold them back.In this episode, Kelly Kennedy discusses the common experience of anxiety and stage fright in relation to business development and entrepreneurship. He shares his personal struggle with anxiety and how it has affected his ability to speak in public and conduct meetings. Kennedy reassures his listeners that experiencing anxiety and stage fright is normal, and encourages them to not let these feelings hinder their success. He emphasizes the importance of practice and repetition in overcoming anxiety and improving public speaking skills. Overall, Kennedy aims to provide support and encouragement to his listeners, while addressing a topic that is often overlooked in traditional education.Key Takeaways:It is normal to experience stage fright, performance anxiety, or nervousness in business development and public speaking situations.Anxiety and nervousness can be overcome with practice, repetition, and exposure to uncomfortable situations.It is important to seek support and encouragement from others in order to continue and feel great about one's work.Anxiety and nervousness can happen even in successful and accomplished individuals.It is valuable to address and talk about anxiety and performance anxiety in business development and entrepreneurship, as it is a common experience.Consistency and repetition in business development are key to improving and achieving success.It is important to remember that everyone experiences anxiety to some extent and that it never truly goes away completely.It is important to acknowledge and appreciate one's own accomplishments and progress, even if there are always people who are more accomplished or successful.Mentioned in this episode:Hyperfab Midroll

In Episode 12 of The Business Development Podcast, host Kelly Kennedy interviews Justin LaRocque, the CEO of ROC Advisors. Justin, a seasoned entrepreneur and chartered accountant, shares valuable financial advice for growing businesses. The episode delves into the topic of working capital, particularly in Western Canada, where many companies work with large businesses in the oil and gas sector. Justin emphasizes the importance of managing cash flow and offers insights into receivables, payment terms, and factoring options. He also highlights the challenges faced by business owners in handling working capital and provides practical strategies for generating revenue and optimizing expenses. With his extensive experience in finance and his passion for driving change, Justin shares valuable insights that can help businesses navigate the complexities of working capital.In this episode, Kelly and Justin have an engaging and informative discussion about working capital and its impact on businesses. They touch on various aspects, including payment terms, slow payments, and the need for proper cash flow management. Justin stresses the importance of understanding working capital and provides actionable advice for optimizing it, such as exploring factoring options, generating revenue from old inventory, and seeking shareholder loans. He also highlights the challenges faced by businesses in the oil and gas sector, where delayed payments can significantly impact cash flow. Through their conversation, Kelly and Justin offer valuable insights and strategies that can help businesses effectively manage their working capital and achieve sustainable growth.Key Takeaways:It is important for businesses to consider working capital and cash flow management.Factoring can be a useful tool for businesses to cover receivables and improve cash flow.It is important for businesses to manage payment terms with clients and ensure timely payments.Large companies, particularly in the oil and gas sector, may have challenges with payment terms and cash flow.It is important for businesses to be proactive in addressing cash flow issues and exploring alternative sources of funding.Proper financial management, including accurate and timely invoicing, is crucial for business success.It is important for businesses to understand the risks and potential challenges associated with rapid growth and contract expansion.Mentioned in this episode:Hyperfab Midroll

In Episode 11 of The Business Development Podcast, host Kelly Kennedy discusses the difference between active and passive marketing strategies. Kennedy emphasizes the importance of active marketing, which involves meeting customers and vendors in person and building relationships. He highlights the effectiveness of active marketing in acquiring new customers, particularly in business-to-business and relationship-based selling. Kennedy also acknowledges the role of passive marketing, such as social media advertising and website promotion, but emphasizes that its main purpose is not to acquire new customers. He shares a personal experience of a business owner who invested a large sum of money in passive marketing but did not see any return on investment. Kennedy concludes by encouraging listeners to focus on active marketing to drive business growth.In the episode, Kennedy also expresses his gratitude for the support and feedback he has received from listeners. He mentions his interaction with Solace Safety, a company he has been working with, and celebrates their progress. Kennedy mentions the value of face-to-face introductions and emphasizes the importance of consistent active marketing strategies. He emphasizes that active marketing is more effective in reaching out to potential customers and building relationships, as opposed to passive marketing strategies that rely on customers coming to the business independently. Kennedy encourages listeners to consider their current marketing strategies and explore the benefits of active marketing for their businesses.Key Takeaways:Active marketing is more effective than passive marketing for acquiring new customers.Passive marketing strategies, such as social media advertising and Google AdWords, are still important in the digital age.Business-to-customer (B2C) companies should participate in passive marketing strategies.Active marketing is effective for business-to-business (B2B) and relationship-based selling.Consistency with active marketing strategies leads to success in acquiring new customers.Active marketing allows businesses to reach out to potential customers instead of waiting for them to come to the company.Passive marketing relies on customers coming to the company and requires them to jump through hoops to make contact.Receiving feedback and support from customers is motivating and positive.A website is a passive marketing strategy that provides information about a company.Active marketing is more effective in getting potential customers to take action and make a purchase.Active marketing is particularly important when there is competition from other companies offering similar products or services.Building a relationship and trust with customers is crucial for business success.Mentioned in this episode:Hyperfab Midroll

In Episode 10 of The Business Development Podcast, host Kelly Kennedy welcomes guest Deanna Kean, President of Solace Safety Solutions. The episode begins with both Kelly and Deanna expressing their gratitude for the support they have received and the success they have achieved in growing their businesses. They reflect on the challenges they faced during the uncertain times of the COVID-19 pandemic and how they had to adapt their strategies to continue providing services to their clients. Deanna shares her passion for safety and the commitment Solace Safety Solutions has in providing qualified and experienced personnel for their clients' needs. They discuss the importance of standing out in the industry and offering unique services to differentiate themselves from competitors.Throughout the episode, Kelly and Deanna emphasize the value of conviction and belief in what you are selling as a business owner. They share their own experiences in making cold calls, facing rejection, and overcoming the fear of making another phone call. They provide tips and tricks for new entrepreneurs and highlight the importance of continuous learning and growth. They also discuss the challenges they faced in starting their businesses and offer insights into their strategies for success. The episode concludes with both Kelly and Deanna expressing their excitement for the future and their commitment to providing valuable information and experiences to help listeners grow their businesses.Key Takeaways:Starting a business during uncertain times, like the COVID-19 pandemic, requires adaptability and the ability to switch directions and come up with new plans.Providing excellent customer service and valuing the trust and support of clients is essential for business growth and success.Building conviction and belief in the product or service being sold is crucial for effective pitching and marketing.Learning from mistakes and replicating successes can help new entrepreneurs avoid common pitfalls and achieve desired outcomes.Collaboration and transparency between business owners can bring value and provide tips and tricks for new entrepreneurs.Persistence and overcoming rejection in sales and business development are important for growth and success.Choosing the right clients and being selective in business partnerships can contribute to long-term success.Offering unique services or approaches can help a business stand out and attract attention in a competitive industry.Providing qualified and experienced personnel in a specialized field, like safety consulting, can be a valuable proposition for clients.Mentioned in this episode:Hyperfab Midroll

In Episode 9 of The Business Development Podcast, host Kelly Kennedy expresses his gratitude to the listeners for their support and positive feedback. He emphasizes the importance of target lists and targeting clients for effective lead generation and marketing efforts. Kelly encourages business owners, entrepreneurs, and high-level business development representatives to reach out if they have valuable insights to share as potential guests on the show. He reiterates the significance of understanding the specific industries and companies that could benefit from a product or service, rather than assuming that everyone knows or needs it. Kelly also discusses the need for proper marketing materials tailored to the industry and the importance of building relationships with potential customers before expecting them to try a new innovation.In the second part of the episode, Kelly delves deeper into the topic of target lists and targeting methods. He advises listeners to create target lists based on industry and location and shares the importance of identifying the right person to approach within a company. He cautions against marketing to the wrong industry and emphasizes the need to attach the correct marketing materials to specific industries to enhance marketing endeavors. Kelly acknowledges the positive reception from listeners and expresses his commitment to continue delivering value week after week. He also addresses the challenges of introducing a new product or service and advises building trust and credibility before expecting potential customers to try it. Overall, Episode 9 focuses on refining targeting methods, understanding customer needs, and effectively marketing products and services to specific industries and companies.Key Takeaways:Targeting clients and lead generation are important topics in business development.It is essential to identify the specific industries and companies that need your product or service.Building relationships with potential customers takes time and effort.It is crucial to have marketing materials that are targeted towards the right industry.Speaking to the right person within a company, such as the quality director or manager, is important for successful sales.Understanding the market and competition is crucial before attempting to sell a new product or service.Mentioned in this episode:Hyperfab Midroll

Episode 8 of The Business Development Podcast with McKinley Hyland focuses on the challenges and rewards of starting a business. McKinley shares his personal experiences and perspective on the topic, emphasizing the importance of passion and taking initiative. He advises listeners not to wait for the right time to start a business, as the perfect moment may never come. McKinley also highlights the need to approach business development in a way that feels authentic and right for oneself, rather than following conventional methods. He encourages aspiring entrepreneurs to jump into their ventures with hopes and dreams, and reiterates that success often stems from doing what one loves and excels at.In this episode, McKinley speaks with fellow entrepreneur Kelly Kennedy, who shares his journey of starting his own company, Maverick NDT Inspection. They discuss the challenges he faced in getting his business off the ground and the importance of perseverance and taking risks. Kelly emphasizes the need for innovation in his industry and expresses his excitement about shaking things up. McKinley praises Kelly's initiative and highlights the value of implementing new ideas to drive business growth. They both agree that there is never a perfect time to start a business and stress the importance of not letting naysayers hold one back. Overall, the episode offers valuable insights and advice for aspiring entrepreneurs looking to pursue their dreams and make a mark in their respective industries.Key Takeaways:The right time to start a business will never come, so it's important to take the initiative and jump in.It's important to do business development in a way that feels right for you and not necessarily follow what others are doing.Being good at a job is often a result of passion and skill.Starting a business can be scary and requires putting yourself out there, but it can lead to great rewards.Innovation and shaking up industries can lead to success.It takes time, effort, and repetition to be successful in business development.Believing in the service you provide and having passion for it can make marketing easier.Building strong and valuable relationships is more important than squeezing out every deal.Learning from experienced business owners and receiving expert advice can be valuable in growing a business.Mentioned in this episode:Hyperfab Midroll

In Episode 7 of The Business Development Podcast, host Kelly Kennedy emphasizes the importance of using a Customer Relationship Management (CRM) system for businesses. He defines a CRM as a set of integrated software solutions that track, manage, and store information about current and potential customers. Kennedy strongly advocates for the use of a CRM by sales or account management teams, as it allows for centralized access to customer insights and improves operating processes. Without a CRM, companies may miss growth opportunities and lose potential revenue. Kennedy also explains how he utilizes a CRM in his own company, Capital Business Development, to effectively manage customer relationships and sales leads.In addition, Kennedy provides practical advice on setting up a CRM flow correctly. He advises consistently inputting accurate and complete data into the CRM to maximize its effectiveness. By doing so, businesses can easily track and report on the number of contacts made and meetings scheduled. Kennedy also highlights the importance of reviewing and following up with current customers, as well as the need to move contacts through different stages in the CRM based on their progress in the sales process. Overall, he emphasizes that using a CRM is crucial for sales and business development teams and recommends popular CRM programs like Pipedrive, Salesforce, Zoho, HubSpot, and Fresh Sales.Key Takeaways:Using a CRM system is essential for managing and tracking customer information in business development and sales.Centralizing customer data in a CRM allows for better organization and collaboration among team members.A CRM helps businesses optimize operating processes and maximize customer relationships and sales leads.Consistently inputting accurate data into a CRM is crucial for its effectiveness.CRMs provide valuable insights through reports and analytics on customer interactions and contact efforts.Popular CRM programs include Pipedrive, Salesforce, Zoho, HubSpot, and Fresh Sales.Mentioned in this episode:Hyperfab Midroll

Episode 6 of The Business Development Podcast, hosted by Kelly Kennedy, focuses on the importance of targeting the right people for business growth. Kennedy expresses his gratitude for the positive reception of his podcast and acknowledges the support of his listeners. He encourages business owners to base their target list on industries that would be interested in their products or services, rather than solely relying on supply chain managers. Kennedy advises listeners to identify the key decision-makers within target companies and to build connections with them. He also emphasizes the need for research and effort to find the right contacts, suggesting strategies like reaching out to industry friends and utilizing LinkedIn to find the appropriate individuals. The episode concludes with Kennedy reiterating his dedication to helping listeners grow their businesses.In summary, Episode 6 of The Business Development Podcast, hosted by Kelly Kennedy, discusses the importance of identifying and connecting with the right people for business success. Kennedy expresses gratitude for the support of his audience and emphasizes the need to target industries that would be interested in the products or services being offered. He highlights the role of key decision-makers in the buying process and shares strategies for finding and connecting with them, such as leveraging industry contacts and using LinkedIn. Kennedy underscores the importance of research and effort in targeting the right people and expresses his commitment to helping listeners achieve business growth.Key Takeaways:There may be a huge demand for a product or service that supply chain managers are unaware of.Targeting the right industries is important when creating a target list.It's important to know who is actually buying your product or service.Finding the right person within a company is crucial for successful marketing.Researching and compiling a list of top companies in the desired industry is necessary.Personal referrals can be helpful in reaching the right person within a company.Physical marketing and face-to-face meetings are valuable for business development.Building relationships and providing value over time are essential for successful business growth.Mentioned in this episode:Hyperfab Midroll

In episode 5 of The Business Development Podcast, the host Kelly Kennedy discusses the importance of marketing materials and where businesses should allocate their marketing budget. He advises posting company updates once a week on social media platforms to gain brand recognition. Kennedy emphasizes the need for a visually appealing website and the significance of having physical and digital brochures that reflect the company's brand. He also recommends creating LinkedIn profiles for both the employees and the business itself and utilizing LinkedIn as a platform to share business updates and engage with potential customers. Kennedy urges businesses to focus on brand recognition rather than direct selling on social media platforms.In this episode, Kelly Kennedy emphasizes the importance of marketing materials and provides guidance on how businesses should allocate their marketing budget. He suggests posting company updates on social media platforms once a week to increase brand recognition. Kennedy advises businesses to prioritize a visually appealing website and the creation of physical and digital brochures that accurately reflect their brand. He also highlights the importance of establishing a strong presence on LinkedIn by creating profiles for employees and the business itself. Kennedy encourages businesses to utilize LinkedIn as a platform to share business updates, engage with potential customers, and prioritize brand recognition over direct selling on social media.Key Takeaways:Don't spend excessive money on social media marketing.Focus on brand recognition rather than direct selling through social media platforms.Invest in a visually appealing and engaging website.Utilize LinkedIn profiles and business pages for marketing and sharing updates.Create physical and digital brochures that are visually appealing and concise.Prioritize visual appeal and value when creating marketing materials.Mentioned in this episode:Hyperfab Midroll

Episode 4 of The Business Development Podcast delves into the topic of marketing your own company. Host Kelly Kennedy, owner of Capital Business Development, sheds light on why he believes that business owners should not handle their own marketing. He acknowledges that as a business owner, time is a precious commodity and it is important to focus on core business functions. Kennedy emphasizes the importance of building a strong online presence through a well-designed website and utilizing digital ads for brand recognition rather than direct selling. He also shares his personal journey of initially hating phone calls for business development but eventually realizing their value in establishing connections and opportunities for growth.In this episode, Kennedy emphasizes the value of investing in a good website that represents the true face of the company. He discourages spending excessive amounts of money on digital marketing and instead advocates for using online platforms to drive traffic to the company's website. Kennedy highlights the power of word of mouth as an effective and organic way of gaining clients and notes that business development should be focused on building relationships and delivering value. He also hints at future episodes that will feature interviews with business owners and CEOs, providing listeners with actionable advice on growing their businesses. Overall, this episode provides valuable insights and practical tips for business owners looking to improve their marketing strategies and strengthen their business development efforts.Key Takeaways:Marketing your own company can be challenging and time-consuming, especially if you are busy with other aspects of running your business. It's important to recognize when you need to delegate or outsource marketing tasks.Digital strategies and passive marketing methods are more effective for brand recognition rather than direct selling. Online marketing should be used to drive traffic to your website, which should serve as the true face of your company.Building a good website is crucial for creating a positive perception of your company. If your website looks unprofessional or unattractive, it may negatively impact how potential customers perceive your business.Rejection and negative feedback are a normal part of business development. It's essential not to take it personally and to move on to the next opportunity.Word-of-mouth referrals can be a valuable source of business, especially when you are busy and unable to focus on marketing efforts. Providing excellent service and building strong relationships with clients can lead to positive recommendations.Business development requires time, practice, and repetition. It's important to consistently make phone calls, network, and actively seek opportunities for growth. It's also crucial to be selective in choosing clients and partners, as not all potential opportunities may be beneficial for your business.Mentioned in this episode:Hyperfab Midroll

In Episode 3 of The Business Development Podcast with Kelly Kennedy, the focus is on the importance of measuring business development efforts. Kelly emphasizes the need to build a rapport with potential customers by consistently reaching out to them on a weekly basis. He advises utilizing a customer relationship management (CRM) program to track marketing efforts and to ensure a two-way conversation with clients. Kelly also highlights the significance of measuring digital contacts, such as LinkedIn connections, as well as phone calls and emails. He suggests setting a standard for the number of weekly communications and emphasizes the value of being consistent in business development.Overall, Episode 3 provides actionable advice on how to measure and improve business development efforts. Listeners gain insights into the significance of building a strong rapport with customers and the benefits of utilizing a CRM program. By consistently reaching out to potential clients, tracking efforts, and conducting two-way conversations, business owners and development reps can increase their chances of securing meaningful business relationships. The episode underscores the importance of being consistent, committed, and caring in business development, and offers practical tips for achieving success in this field.Key Takeaways:Building rapport with potential customers is crucial in business development. By consistently reaching out to them and making a connection, you can establish a relationship before even getting in touch with them.It's important to measure and track your efforts in business development. This includes measuring who you reach out to, adding them into a CRM, and tracking phone calls and emails sent on a consistent basis.Consistency is key in business development. It takes time to build relationships and see results, so it's important to be consistent in your efforts and not give up easily.Utilizing a customer relationship management (CRM) program is essential for tracking and managing your business development efforts. It allows you to keep records of your interactions and helps you analyze your marketing efforts.Reaching out to customers on a weekly basis is recommended, but it's important to find the right balance. You should aim to make connections without annoying or overwhelming your potential customers.The ultimate goal of business development is to secure face-to-face meetings, whether through Skype or in-person, with potential customers. These meetings provide an opportunity to have a two-way conversation and ultimately lead to orders, RFPs, or vendor list applications.Mentioned in this episode:Hyperfab Midroll

Episode 2 of The Business Development Podcast with Kelly Kennedy discusses the importance of face-to-face meetings and building strong connections with clients. Kelly emphasizes the value of in-person interactions and believes that virtual meetings cannot fully replace the impact of meeting someone in the flesh. He shares his personal experiences in business development and how he has learned to handle rejection and maintain a positive mindset. Kelly also provides tips on what to look for when hiring business development representatives, including the importance of a business or marketing background, determination, and consistency.In this episode, Kelly reflects on his own journey in business development, starting from a position he didn't fully understand but excelling due to his ability to communicate and connect with clients. He emphasizes the need for BD reps to show up, be consistent, and have a strong work ethic. Kelly encourages listeners to prioritize face-to-face meetings whenever possible, as it helps build rapport and showcase a personal touch. He also highlights the importance of finding individuals with marketing or sales experience and the ability to handle rejection and stay determined. Kelly concludes by urging business owners and managers to trust their employees and focus on building strong relationships with clients.Key Takeaways:Business development is a skill that can be honed through experience and consistency, rather than being solely dependent on formal education or degrees.In-person meetings are highly valued and can help build stronger connections with clients, even though remote meetings have become more prevalent due to COVID-19.The ability to handle rejection and maintain a positive mindset is crucial in business development, as it is a role that often involves facing rejection.It is important for business development representatives to have a good attitude, a strong work ethic, and a willingness to go the extra mile for the company.Building trust with clients is essential, and one way to do this is by consistently following up and delivering on promises.Timing and persistence are key factors in business development, as it may take time and multiple attempts to reach decision-makers and secure deals.Mentioned in this episode:Hyperfab Midroll

In Episode 1 of The Business Development Podcast, host Kelly Kennedy dives into the fundamentals of business development and its importance in driving interest and revenue for a company. He emphasizes the need for businesses to utilize digital marketing strategies to reach their target audience and communicate their offerings effectively. Kelly also explores the role of business development representatives in building strategic partnerships, identifying new markets, and nurturing commercial relationships. He highlights the significance of soft skills in business development and the importance of hiring individuals who can effectively communicate and understand the needs of clients. Throughout the episode, Kelly provides practical insights and advice for business owners and BD teams to create successful marketing plans and maximize profits.In the second part of the episode, Kelly discusses the value of personal connections and face-to-face interactions in business development. He encourages business owners to establish strategic partnerships and collaborations that can benefit their companies. Kelly also addresses the misconceptions about the role of digital marketing and emphasizes the need for a holistic approach that combines both online and offline strategies. He emphasizes the role of business development representatives in generating interest, setting up meetings, and ultimately driving revenue for the company. Kelly stresses the importance of creating interest in the company, educating potential clients, and developing a strong brand presence through various marketing materials and platforms.Key Takeaways:Social media marketing is essential for driving interest in a company and increasing brand awareness.Business development involves pursuing strategic opportunities and cultivating partnerships for a business.Digital marketing should be integrated into a company's marketing plan.Business development representatives should have strong communication and interpersonal skills.Soft skills, such as relationship building, cannot be easily taught and are crucial in business development roles.Cold calls and cold emails are still important in generating leads and driving revenue.Strategic partnerships can help a company expand and increase profitability.Hiring business development representatives who are likable and personable is important.Business development is about creating interest in a company and educating others about its products or services.Business development reps should focus on generating new leads and setting up meetings for the company.Mentioned in this episode:Hyperfab Midroll

Kelly introduces himself and The Business Development Podcast.