Going Back In Time, What Mark Harris Would Say To His Younger Self

Mo asks Mark Harris: If you could record a message around business development for your younger self, what would it say?

The first thing Mark would say is that business development is a marathon, not a sprint.
The second thing is that the role is a learned skill. People are not born great sales, it's something you can learn and master.
The third thing is to help others when you can. You'll be happier helping others with their success than you will ever be with your own success.
When people first get into sales they often sprint towards their first sale, but when they do that they forget about the long-term marathon of relationship building. When you build relationships on that level, the tiny sprints toward each sale become easier over time.
Sales didn't come naturally to Mark, but when he realized that he was getting better each day that became a big motivation and opened the door to becoming excellent at it.
Helping others when you can helps you be happier, which cycles back to building trust and reinforces the first three lessons.

Mentioned in this Episode: