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Episode 005: Building a Business Development Mindset – with Sales Expert Tish Times


What comes to mind when you think of sales? Pushy extroverts working a room, pitching their product or service and asking people for money? Tish Times believes that you don’t have to ‘get out of your shell’ to be great at sales. Rather, you can rock the shell you have, operating within the parameters of who you are to develop a sales style that works for you!

Tish is the founder of Tish Times Networking and Sales. She teaches small business owners, solopreneurs and sales professionals how to build revenue-generating business connections by way of proven sales and networking strategies. Tish’s online business school, the Unstoppable Confidence Sales Academy, teaches a systematic, sincere and effective approach to sales, and she is also the author of several books, including the recent release Networking is NOT a One-Night Stand: A Guide for Building Lasting Business Relationships.

Today, Tish joins me to explain the shift in her understanding of the business development mindset, sharing her ‘rock your shell’ approach to defining an authentic sales style. She discusses the concept of sales as a way to serve others and work in partnership to achieve mutual goals. I ask Tish about establishing connections through writing in the form of an RFP, and she covers the benefits of building relationships in-person at a bidder’s conference—whether it’s required or not! Listen in for Tish’s insight on preparing for networking events via a pregame routine and learn how to build a culture that turns employees into brand evangelists!



    Key Takeaways

    Tish’s shift in understanding of the business development mindset

    How to determine your own authentic sales style

    How to reframe the idea of sales as a way to serve others

    Tish’s advice around writing RFPs in way that is not robotic or ‘scripty’

    The value in connecting with potential clients at a bidder’s conference

    How to make a powerful in-person impression by asking specific questions

    How to prepare for networking events and avoid nervous rambling

    How to reframe sales as a partnership to achieve mutual goals

    Why authenticity is more effective than traditional sales training

    How to build a culture of ‘brand evangelism’ in your organization

    Tish’s insight on doing a self-assessment of your sales blocks