SPEAK LIKE A CEO The Secret to Selling Without Trying So Hard
May 13, 2026
Mo Bunnell, business development expert and author of Give to Grow, breaks down winning work versus just doing it. He discusses bringing half-formed ideas to create buy-in. He explains pricing strategies, how to ask for referrals effectively, and ending meetings to build momentum. He also covers storytelling that makes the client the hero and using AI as a BD thought partner.
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Always Close Meeting One With Meeting Two
- In meeting one, aim to secure meeting two by offering a concrete next deliverable you will prepare.
- Propose to revise a model or build a prototype based on their input and schedule a follow-up to tinker together and test assumptions.
Earn Credibility With Specific Models And Plans
- Build credibility by being four steps ahead with detailed thinking, not just case-study platitudes.
- Show robust models, sensitivity testing, or project plans in follow-ups so decision makers trust you to lead execution.
How Generosity Turned A Bad Review Into A Double Salary
- Mo introduced a woman whose boss dismissed her compensation request and within five weeks she had a new job paying double.
- She used generosity, iterative plans across 14–15 interviews, and updated the plan with each stakeholder to win the role.
