Global Business Development Administration Podcast with Tony Gray

Top 3 tactics from Armen Avanessian‘s new book, “Selling Senses: Unlocking the Power of Sensory Sales and Inner Wisdom” discussed on the “WHAT IS BUSINESS DEVELOPMENT? Podcast

1️⃣ Consultative > Transactional

• 80% listening, 20% questioning
• Lead with open-ended questions early
• Shift to confirmation questions near close

2️⃣ Activate the Senses

• Multi-sensory engagement drives up to 70% better recall
• Use visuals, demos, environment, and experience
• BD is no longer just heard—it’s felt

3️⃣ Align IQ, EQ, and SQ

• IQ = product knowledge
• EQ = empathy
• SQ = purpose, values, integrity

👉 Bottom line:
If your BD strategy is still feature-first, you’re leaving revenue on the table. Diagnose, create experiences, and build trust systems that scale growth.

Watch our podcast on YouTube: https://youtu.be/M1bwxtXbZHc?si=vriBvj_m8ga6-SnL