Community Questions: May 2023

In this landmark episode of The Business Development Podcast, Kelly Kennedy sits down with marketing legend Geoffrey Moore, author of the iconic Crossing the Chasm, to explore how the principles of market adoption have evolved in an AI-driven world. With over 30 years of influence on companies like Salesforce, Adobe, and Microsoft, Moore shares how his foundational frameworks still hold up—and where today’s entrepreneurs must adapt to meet the expectations of a rapidly shifting market.From navigating disruptive innovation to avoiding false signals of early success, Geoffrey delivers a masterclass in understanding the pragmatist mindset, market timing, and the reality of business in 2025. Whether you're launching a new product, scaling your company, or simply trying to stay ahead of the AI curve, this conversation is packed with insights you won’t find anywhere else. Get ready to think deeper, market smarter, and grow faster—this is one episode you won’t want to miss.Key Takeaways: 1. Crossing the chasm is still the greatest challenge for tech companies aiming to scale—especially in B2B.2. Early adopters want vision and potential, but pragmatists want risk reduction and proof.3. False signals from visionary buyers can create dangerous overconfidence before mainstream traction exists.4. To cross the chasm, you must solve a painful, urgent problem for a very specific customer segment.5. AI is redefining the adoption lifecycle, but the fundamentals of market timing and trust still apply.6. Creating your own category and competitors is critical—mainstream buyers need options to validate their choice.7. Every disruptive product needs a “whole product” ecosystem before it becomes scalable.8. Business buyers face real risk when changing processes—unlike consumers, they don’t jump without justification.9. Social media, especially LinkedIn, is becoming noisier—real value comes from thought leadership, not self-promotion.10. Writing a business book is about building long-term impact and platform—not immediate profit.🎯 Explore Geoffrey Moore’s Work:Crossing the Chasm Inside the TornadoEscape Velocity<a...

18 Maj 1h 11min

In Episode 237 of The Business Development Podcast, Kelly Kennedy delivers an urgent playbook for entrepreneurs and business leaders facing stalled growth or struggling pipelines. Titled “The 4-Week Business Turnaround,” this high-impact episode outlines an actionable roadmap to stabilize operations and rapidly rebuild momentum. Kelly walks listeners through an intense four-week process covering foundational assessment, marketing material overhauls, ideal customer targeting, CRM system integration, and mastering active LinkedIn outreach. The episode emphasizes speed, accountability, and the relentless pursuit of meetings, which ultimately lead to renewed opportunities and revenue generation.Kelly also launches the “Read Your Reviews Challenge,” encouraging business owners to celebrate client feedback as a way to build trust and inspire others. With a mix of expert guidance and motivational urgency, this episode provides a practical survival blueprint for businesses needing to regain traction fast. It closes with the introduction of Capital Catalyst, Kelly’s new affordable monthly program that blends fractional leadership with strategy and coaching to help companies build internal business development engines. If your company is facing a critical moment, this episode might just be the lifeline you need.Key Takeaways: 1. The 4-Week Business Turnaround playbook gives struggling businesses an urgent roadmap to stabilize and rebuild momentum fast.2. Week one focuses on deep company discovery, financial assessment, and setting survival goals to regain control quickly.3. Optimizing marketing materials for clarity and industry relevance is essential to spark interest and secure face-to-face meetings.4. Ideal Customer Profiles (ICP) and hyper-targeted outreach lists are critical to connecting with the right buyers and decision makers.5. A structured CRM system is non-negotiable for tracking prospects, contacts, and meetings with speed and precision.6. Business development success requires relentless consistency: 20 calls, 20 emails, and 100 LinkedIn invites each week per rep.7. Active outreach on LinkedIn, including personal and corporate posts plus group posts, amplifies reach and builds personal brand trust.8. The ultimate measure of progress is meetings booked; every effort must drive toward securing quality meetings with potential clients.9. Short-term aggressive action is necessary to pull out of crisis, but transitioning to a sustainable weekly cadence ensures long-term success.10. Capital Catalyst offers fractional business development leadership and coaching for companies wanting to build internal BD engines affordably.For personalized help and to supercharge your business development, visit capitalbd.ca or connect directly with Kelly Kennedy on LinkedIn.Also, check out Business Development Mastery Accelerator for available group coaching programs!

14 Maj 47min

In Episode 236, Kelly Kennedy sits down with Chloe Wu, an accomplished wine industry professional and founder of Adventure Trading. Chloe shares her remarkable journey from growing up in China to studying international business and wine commerce in France, where her passion for wine flourished. After spearheading market development for Bordeaux wineries and taking on a major role with Coca-Cola in China, Chloe made the bold move to Canada in 2023 to launch her own liquor agency specializing in fine wines. Her story is one of relentless ambition, adaptability, and the courage to start over in a new country.Chloe dives into the complexities of building a business from scratch as a newcomer to Canada, including navigating regulations, learning the culture, and building networks in Western Canada’s competitive liquor industry. She also talks about the unique challenges of working across international markets and how her experience in both China and France prepared her for this venture. Chloe’s journey offers a powerful example of what’s possible when you combine global expertise with entrepreneurial courage.Key Takeaways: 1. Building a business in a new country starts with deep research and understanding of the local market and regulations.2. Success in international business requires adaptability and a strong willingness to embrace different cultures and systems.3. Developing a new market is always easier when you are physically present to build relationships and understand customer needs.4. Rejection is part of the sales process and learning how to overcome it is critical for long-term business development success.5. Creating a strong value chain that benefits everyone involved from producer to retailer leads to more sustainable growth.6. Leveraging prior experience and networks can help accelerate market entry even when starting fresh in a new country.7. Taking the time to build trust and credibility with local partners is essential, especially in regulated industries like liquor.8. A clear understanding of customer channels and how products move to market creates competitive advantage.9. Being proactive, traveling to meet clients, and continuously observing market behaviors gives you the edge in import/export industries.10. Having the courage to start a company in a new country without family support shows the power of preparation, risk-taking, and resilience.Business Development isn’t luck. It’s a skill.Master it with me.⚡ Real strategy ⚡ Real results ⚡ Free discovery call👉 Book now

11 Maj 1h 6min

In episode 235 of The Business Development Podcast, Kelly Kennedy tackles one of the most frustrating realities in business development: cancellations, no-shows, and the dreaded ghosting. Whether it’s a last-minute calendar drop or total silence after a confirmed meeting, this episode delivers a practical, no-nonsense approach to taking back control and turning lost meetings into new momentum. Kelly walks through the emotional side of these setbacks and shares why persistence, process, and empathy are your greatest tools for the turnaround.Listeners will learn how to strengthen their pre-meeting preparation, use marketing materials and LinkedIn to build stronger buy-in, and implement a follow-up strategy that rebooks meetings with confidence. It’s not about never getting ghosted—it’s about knowing exactly what to do when you do. If your calendar’s been hit with cancellations lately, this is your playbook to come back stronger.Key Takeaways: 1. Cancellations and no-shows are part of the game—how you respond determines your success.2. Most canceled meetings aren’t a “no,” they’re a “not right now”—don’t give up too soon.3. Building real interest upfront through strong marketing materials reduces flake rates dramatically.4. Always confirm meetings with a calendar invite—if it’s not accepted, it doesn’t exist.5. A clear, respectful follow-up process is key after a cancellation or ghosting.6. LinkedIn is no longer optional—your personal profile builds credibility and warms up leads.7. Never respond emotionally to a canceled meeting—lead with empathy and professionalism.8. Custom brochures and cut sheets tailored to each industry significantly boost meeting conversions.9. A good CRM process keeps your pipeline organized and makes rebooking easier.10. Almost any missed meeting can be rebooked—if you keep following up with kindness and consistency.

7 Maj 43min

In episode 234 of The Business Development Podcast, Kelly Kennedy sits down with Amelia Sordell, the fearless founder of Klowt, the UK’s leading personal branding agency. Amelia shares her powerful journey from burnout and rock-bottom moments to building a $3 million fully inbound business—driven entirely by authenticity, vulnerability, and showing up online with conviction. With over 250,000 followers and a global reputation for cutting through corporate fluff, Amelia opens up about why most brands are failing to connect, and how real influence is built by being unapologetically human.This episode is a deep dive into the raw truth behind personal branding in 2025. Amelia and Kelly tackle fear, imposter syndrome, the myth of perfection, and what it truly takes to stand out in today’s noisy world. Whether you’re a founder, creator, or sales leader—this conversation will challenge your thinking, reignite your confidence, and give you the tactical edge to build trust at scale. It’s not just about being the best—it’s about being known.Check out Klowt, the personal branding agency redefining how the world sees you: www.klowt.comKey Takeaways: 1. You don’t need to be the best—you need to be the best known to win in today’s market.2. Personal branding is no longer optional; it's the most powerful inbound sales engine you can build.3. Trust is the currency of influence, and people trust people more than logos.4. Fear is lying to you—perfectionism is just procrastination in disguise.5. Your story, told honestly and without polish, is your biggest competitive advantage.6. Posting consistently, even when you're scared, builds confidence and traction.7. Authenticity isn’t a strategy—it’s a requirement if you want to cut through the noise.8. You don’t need fancy production—just clarity, intention, and the courage to hit post.9. Most people wait too long to start; the brand you’re not building is the opportunity you’re missing.10. If you want opportunities to find you, you need to show the world who you are—loudly and without apology.If you're ready to build a business development engine that drives real results—join Kelly Kennedy for the next Business Development Mastery Accelerator.6 weeks. Proven strategy. Serious growth.Spots are limited → www.kellykennedyofficial.com/acceleratorLet’s level up together.

4 Maj 1h 34min

In Episode 233 of The Business Development Podcast, Kelly Kennedy takes us on a powerful behind-the-scenes journey through the evolution of Capital Business Development. What began as a fractional business development service has, through years of iteration, transformed into a purpose-driven coaching and advisory firm. Kelly shares the honest highs and lows of entrepreneurship—burnout, reinvention, and the struggle for scalability—revealing how each iteration pulled him closer to his true calling: empowering others to build sustainable growth engines through teaching, coaching, and podcasting.This episode is a masterclass in alignment, reminding listeners that clarity rarely comes from planning—it comes from doing. With real talk about the costs of podcasting, the importance of sponsors, and the courage to pivot when things no longer serve you, Kelly offers not just a business story, but a deeply human one. Whether you're launching something new or stuck in a stale cycle, this is the episode to remind you that reinvention is not failure—it’s the path to purpose.Key Takeaways: 1. Clarity doesn’t come from planning, it comes from action—doing reveals the path. 2. You won’t get it right the first time, and that’s exactly how it’s supposed to work. 3. The best business models serve both you and your clients equally. 4. Letting go of what no longer fits is necessary to grow into what does. 5. Your customers will show you the way forward—if you’re willing to listen. 6. Reinvention is the cost of staying aligned with your evolving purpose. 7. Every pivot should move you closer to your vision, not away from it. 8. Podcasting success is fueled by community, consistency, and meaningful partnerships. 9. Direct service can limit impact—scalable coaching creates lasting change. 10. The journey from burnout to alignment is paved by iteration, not perfection. Business Development isn’t luck. It’s a skill.Master it with me.⚡ Real strategy ⚡ Real results ⚡ Free discovery callBook Now

30 Apr 30min

In Episode 232 of The Business Development Podcast, Kelly Kennedy sits down with Jeremie L'Heureux, founder and CEO of L'Heureux Auto Group, to explore how everyday financial decisions shape our future. From vehicle financing to managing debt, Jeremie shares real-world insights on the traps that quietly erode financial stability — and how better choices can unlock long-term freedom. Together, they dig into why smart money management matters now more than ever, especially in a world of rising costs and economic uncertainty.Through a conversation rooted in real experience and practical advice, Kelly and Jeremie break down common mistakes people make with auto loans, leasing, and credit, and how small shifts in thinking can lead to major breakthroughs. Whether you're building a business, buying a home, or just trying to get ahead, this episode will change how you approach your next big financial move.Key Takeaways: 1. Success in entrepreneurship comes from saying yes to the right opportunities, not just having a perfect plan.2. Most financial mistakes happen because people lead with emotion instead of logic when making big purchases.3. Keeping and paying off your vehicle long-term is one of the smartest financial moves you can make.4. Negative equity quietly compounds over time, trapping people in debt with fewer and fewer options.5. Your total vehicle costs, including payment, insurance, and fuel, should stay under 10% of your monthly income.6. Strategic refinancing can lower your loan interest and free up critical cash flow when done right.7. Leasing is rarely the best move for individuals and often creates hidden costs and restrictions.8. Shifting your mindset from “what do I want” to “what can I comfortably afford” protects your future.9. Financial literacy isn’t taught early enough, but it’s never too late to start learning and changing.10. Every small financial decision you make today is either building your freedom or putting it further out of reach.

27 Apr 1h 5min

In Episode 231 of The Business Development Podcast, Kelly Kennedy dives deep into the universal yet often misunderstood experience of fear. Through a raw and insightful exploration, Kelly reveals how fear—whether it shows up as self-doubt, rejection anxiety, or imposter syndrome—can become your greatest ally in business and life. Sharing personal stories, neuroscience-backed insights, and 10 actionable strategies, he teaches listeners how to reframe fear as a signal, not a stop sign, and use it to drive bold action, deeper leadership, and business growth.This episode challenges you to stop avoiding fear and start embracing it as fuel. From naming your fear and acting fast, to visualizing the win and channeling your future self, Episode 231: From Fear to Fire is a roadmap for anyone ready to step into their next level. With references from leaders like Brene Brown, Mel Robbins, and Tim Ferriss, this is your call to stop playing small and start turning discomfort into unstoppable momentum.Key Takeaways: 1. Fear is your compass—it shows you exactly where your next level of growth lives. 2. You can’t defeat what you won’t name—call out the fear and it starts to lose its grip. 3. Fear is not a stop sign—it’s a signal that you’re on the edge of something meaningful. 4. Action is the antidote to fear—move before doubt catches up. 5. Repetition rewires confidence—do the scary thing enough times and it becomes your strength. 6. Imposter syndrome fades when you stack proof—track your wins and remind yourself who you are. 7. Self-limiting beliefs aren’t truth—they’re old programming that no longer serves you. 8. Your future self already has the courage—borrow it and lead like them today. 9. Speaking fear out loud weakens its power—fear hates oxygen and thrives in silence. 10. Growth doesn’t ask for perfection—it demands courage. Feel the fear, do it anyway.Business Development isn’t luck. It’s a skill.Master it with me.⚡ Real strategy ⚡ Real results ⚡ Free discovery call👉 Book now

23 Apr 29min