Are introverts "having their moment?" The modern environment has made impossible many of the traditional business development arenas that historically played to extroverts' natural abilities—large networking events, cocktail parties, coffee and lunch meetings, one-on-one pitches and "winning it in the room." In their place have emerged digital venues and methodologies, which just may live in the sweet spot that introverts like Jay and Tom naturally occupy.

If you're an introvert, listen in to learn how the natural abilities you already have in abundance just might pave your path to business development success in "the new normal," including:

• Asynchronous and distance communication

• Thoughtful persuasion in the form of creativity, writing and the expression of ideas

• A new seller/prospect dynamic: Why your ability to listen is actually preferable to the extrovert's ability to pitch

• How asking the right questions leads to the prospect inviting you to the relationship, not vice versa

• Tips, takeaways and first steps for introverts who are finally ready to dive into the business development game!

Reading & Resources

• Book recommendation: Quiet: The Power of Introverts in a World That Can't Stop Talking

• How to Win Friends and Influence People

• Blog: How Creating More Serendipity is an Introvert's Secret Weapon

• The Sandler Rules for Sales Leaders (book)

• Don't be shy! Connect with Jay and Tom on LinkedIn

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Share your thoughts directly with our show hosts by emailing Jay Harrington or Tom Nixon.

Hosts of The Thought Leadership Project

Jay Harrington is a lawyer, author, executive coach, and marketing consultant for law firms and lawyers. Tom Nixon, who is Chief Storyteller at the Harrington agency, has more than 25 years of experience helping experts become thought leaders. Both are prolific content creators whose work has been featured in leading publications in the legal industry.

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