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The Snowball System: How to Win More Business and Turn Clients into Raving Fans Kindle Edition

by Mo Bunnell (Author) Format: Kindle Edition
4.6 4.6 out of 5 stars 130 ratings
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Mo Bunnell's comprehensive system will help you win more clients, build stronger relationships, and bring in more business.

If you're good at doing something, and you need to connect with paying clients in order to keep doing it, this book is for you. There are more of us out there than you might think -- from professionals like lawyers and consultants to big company account managers and freelancers of all stripes. And this book will teach you how to sell yourself without selling your soul.

In The Snowball System, Mo Bunnell offers powerful and proven tools for business development. Whether you are gregarious or introverted, whether you are a part of a small startup or a massive multinational, Bunnell's science-based system is effective and efficient, and easily adapted into your day-to-day work. With The Snowball System, you will not only succeed at growing your business, you'll learn to enjoy doing the activities that drive that growth. You'll be happier, and so will your clients.
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  1. Print length
    288 pages
  2. Language
    English
  3. Sticky notes
    On Kindle Scribe
  4. Publisher
    PublicAffairs
  5. Publication date
    September 11, 2018
  6. File size
    10255 KB
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Editorial Reviews

Review

Winner of the 2019 Axiom Business Book Award in the Networking category


"Snowball System is relevant even if you don't work in sales or business development... This book offers a clear and compelling sales process for even the most resistant to sales."―Forbes.com

"Full of steps that you can follow to grow your business without feeling like a sleazy salesperson."
―Adam Grant, New York Times-bestselling author of Give and Take and Originals

"If you're even a little uncomfortable selling, Mo Bunnell will ease your concerns. In this concise, practical book, he shows that the essence of effective sales isn't back-slapping or slick-talking. It's learning how to be strategically helpful to your clients and customers. This is wisdom everyone in business development could use."―Dan Pink, author of When and To Sell Is Human

"Calling on his years of experience developing this process, Mo Bunnell explains how to create a richer and more meaningful relationship between the client and seller-expert. In his light, engaging style, Mo advances one of my most deeply-held beliefs: Always be of service to others. I highly recommend this book for anyone who not only wants to be better at sales, but to have stronger relationships as well."
―Keith Ferrazzi, author of the #1 New York Times-bestseller Who's Got Your Back? and Never Eat Alone

"I was always looking for a business development system that made sense in our high-end, expert-driven world. We found one in Mo's method. The Snowball System is accessible and easy to implement, but most importantly, it works. I cannot recommend it highly enough."―Bill Ruprecht, CEO, Sotheby's (2000-2014)

"Businesspeople will find it highly useful in making customer growth a permanent part of their careers."―Publishers Weekly

About the Author

Mo Bunnell is a speaker, consultant, and founder and CEO of Bunnell Idea Group (BIG). He helps organizations grow by teaching their highest performers how to bring in more clients and more revenue. Over the course of his career, he's worked in nearly every area of business development and used this knowledge and experience to build the GrowBIG business development system, resulting from years of testing and peer reviewed research into why people buy and what makes the buying process happen faster, in greater volume, and with more enjoyment. He lives in Atlanta with his wife and two daughters. BIG has now certified over 100 professionals as licensed GrowBIG trainers who have trained tens of thousands of professionals around the world, from individuals to Fortune 500 companies around the world, including Aetna, American Express, and Sotheby's.

Product details

  • ASIN ‏ : ‎ B078WSGZ2H
  • Publisher ‏ : ‎ PublicAffairs; Illustrated edition (September 11, 2018)
  • Publication date ‏ : ‎ September 11, 2018
  • Language ‏ : ‎ English
  • File size ‏ : ‎ 10255 KB
  • Text-to-Speech ‏ : ‎ Enabled
  • Screen Reader ‏ : ‎ Supported
  • Enhanced typesetting ‏ : ‎ Enabled
  • X-Ray ‏ : ‎ Enabled
  • Word Wise ‏ : ‎ Enabled
  • Sticky notes ‏ : ‎ On Kindle Scribe
  • Print length ‏ : ‎ 288 pages
  • Customer Reviews:
    4.6 4.6 out of 5 stars 130 ratings

About the author

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Mo Bunnell

Mo Bunnell

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Mo Bunnell is CEO & Founder of Bunnell Idea Group, a training, coaching, and consulting firm specializing in business development & sales training. As a consultant and keynote speaker, he has worked with senior executives and executive teams in organizations ranging from Fortune 500s, law firms, professional service firms, and non-profits. Mo developed a business development system called GrowBIG®. It is an authentic approach to business development, backed by behavioral science, executed using practical processes and tools. GrowBIG® is a complete system for growth covering every skill needed to be great at bringing in business. Mo has written his first book, The Snowball System, as a guide for anyone who is responsible for developing new business and growing revenue. The book is designed with solopreneurs, entrepreneurs, and small business owners in mind, providing the same proven system for business development success as Bunnell Idea Group provides in their corporate GrowBIG® training program.

Customer reviews

4.6 out of 5 stars
4.6 out of 5
130 global ratings
Mo has turned me into a "raving fan"
5 Stars
Mo has turned me into a "raving fan"
I've bought this book in print and in audio and I can't express how much I appreciate the system. Simply put, it works!I’ve been working in the legal industry for more than two decades, and had I mentioned the word “sales” at my first firm, I wouldn’t have lasted very long. Lawyers don’t sell! But with the number of prospects dwindling and an uptick in competition, lawyers need to find new ways to engage with prospects and clients. The Snowball System focuses on relationships, making the process of "selling" enjoyable for those on both sides of the table. It's easy to follow, and even easier to implement. I highly recommend this book to anyone in professional services, business development or sales. This is one purchase you definitely won't regret making!
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Top reviews from the United States

AMZN Shopper
5.0 out of 5 stars Cultivate relationships to grow your business!
Reviewed in the United States on September 13, 2018
Verified Purchase
Sales professional Mo Bunnell pulls back the curtain on business development (aka, “sales”) and reveals it as a skill everyone CAN and SHOULD acquire. His concept of the Seller-Expert is a truly unique perspective and is worth the cost of admission. The book draws upon personal experience, research and the results for his company as his clients.

The Snowball System reads like an easy conversation with a down-to-earth, wise (and funny!) friend. In reality, the book is a master class in building relationships, serving clients well and cultivating expertise that anyone can easily implement with minimal effort. The book is an entertaining mix of personal stories, facts and even neuroscience and shows that Mo doesn’t just talk the talk, he walks the walk. I’ve read a number of sales books; the Snowball Systems covers more than you’ll expect. It’s a step-by-step process that results in a sustainable, profitable sales engine, and the “rituals” to sustain it.

There’s a ton of valuable information throughout the book. I found myself looking for a recap page at the end of each chapter to help me remember it all. Thankfully, there are almost two dozen worksheets included to lend focus, clarity and intention to building and sustaining the snowball.
One person found this helpful
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Amazon Customer
5.0 out of 5 stars More than just a business development book, its a relationship development must!
Reviewed in the United States on September 21, 2018
Verified Purchase
Every once in a while you read a book that has the ability to cross over so many areas beyond the working world that you feel compelled to share it! Your first glance at it will lead you down the path of Business Development, growing business and revenue, but it really is a connection to much more than that. It is about the importance and the reminder that we live a relationship driven life! The book is personable and relates a life long journey that Mo has taken with plenty of actionable content, and real life scenario's. Mo invites us to learn from his mistakes, and be curious about his success and challenges us take the pressure off of the dollar and get back to finding ways to just plain help others in business and in life. People before projects! Easy to read and well worth your time!
One person found this helpful
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ServantofGod
4.0 out of 5 stars For Sales Trainers/Consultants who want a model/framework.
Reviewed in the United States on May 10, 2021
I was surprised to find that many five star reviews here. Actually, I found the book a bit clumsy and repetitive. As a veteran of BD/Sales and a voracious reader, I can’t relate to the “system” at all. Nevertheless, I still rate it a four star because:-
• I love the term “Snowball”. Indeed, I have been describing my work as “snowballing” for nearly 3 decades.
• I appreciate the author’s trademarked “Whole Brain Model” (Analytical, Practice, Relational, Experimental) as a technique to identify the dominant thinking styles of one’s customers and then adapt one’s mode of communication to suit them best, i.e. to shift the emphasis from “expressing oneself” to “being heard”.
• I am grateful to the author for his downloadable worksheets.

p.s. Below please find some favorite passages of mine fyi.
Think big, Start Small, Scale up. Pg1
Establishing new habits, successfully dong something small each day – instead of a big effort every week, is much more likely to build a behavior that sticks. These small wins generate a feeling of psychological momentum. Pg15
Bad luck doesn’t like persistence. When it runs across persistence, it goes away and finds someone else. Pg254
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AS
5.0 out of 5 stars Business development demystified!
Reviewed in the United States on September 16, 2018
Verified Purchase
I have had the opportunity to learn business development by working with several talented individuals. Most seemed to operate intuitively. In my current role, business development is a crucial skill for me. As someone who started out my career in an engineering role, business development skills did not come naturally to me. By a chance encounter, I had the opportunity to hear Mo speak at a alumni event and his way of thinking about business development resonated very well with me. Since then, I have had the opportunity to get to know him and hear him explain how he put together the “Snowball System” over time. Reading the book feels like hearing him talk – a remarkable accomplishment! What I have found most valuable is Mo’s ability to deconstruct and demystify the business development process; and provide a concrete roadmap on how to build this critical skill. Most importantly, the focus on helping others throughout the process really changes the game from trying to “sell” a service to working together in a mutually beneficially way. If you are involved in any way in the professional services field, you will definitely benefit from this book!
3 people found this helpful
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Jennifer O. Cathell
5.0 out of 5 stars Mo has turned me into a "raving fan"
Reviewed in the United States on September 19, 2018
Verified Purchase
I've bought this book in print and in audio and I can't express how much I appreciate the system. Simply put, it works!

I’ve been working in the legal industry for more than two decades, and had I mentioned the word “sales” at my first firm, I wouldn’t have lasted very long. Lawyers don’t sell! But with the number of prospects dwindling and an uptick in competition, lawyers need to find new ways to engage with prospects and clients. The Snowball System focuses on relationships, making the process of "selling" enjoyable for those on both sides of the table. It's easy to follow, and even easier to implement. I highly recommend this book to anyone in professional services, business development or sales. This is one purchase you definitely won't regret making!
Customer image
Jennifer O. Cathell
5.0 out of 5 stars Mo has turned me into a "raving fan"
Reviewed in the United States on September 19, 2018
I've bought this book in print and in audio and I can't express how much I appreciate the system. Simply put, it works!

I’ve been working in the legal industry for more than two decades, and had I mentioned the word “sales” at my first firm, I wouldn’t have lasted very long. Lawyers don’t sell! But with the number of prospects dwindling and an uptick in competition, lawyers need to find new ways to engage with prospects and clients. The Snowball System focuses on relationships, making the process of "selling" enjoyable for those on both sides of the table. It's easy to follow, and even easier to implement. I highly recommend this book to anyone in professional services, business development or sales. This is one purchase you definitely won't regret making!
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3 people found this helpful
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K. Peter
5.0 out of 5 stars Excellent, Actionable Framework for Technical Salespeople
Reviewed in the United States on September 17, 2018
Verified Purchase
Being a checklist/write it down kind of guy, this book is laid out perfectly by Mo. In fact, I'd say his first pen and paper exercise is already worth the price of admission. He has you walk through your current and 'wanted' relationships to check where they are, and gives so many tips on how you can push them forward by helping the other person.

In fact, when you zoom out, this is a book about helping. Yes, you are helping current or potential customers, but Mo doesn't shy away from the fact that they are helping you as well. As always throughout the book, he'll pull out the research to show exactly why this works.

An excellent read for anyone in sales or managing people!
2 people found this helpful
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Top reviews from other countries

Decio E.
5.0 out of 5 stars The *BEST* book for freelancers and small service-based businesses!
Reviewed in the United Kingdom on March 8, 2019
Verified Purchase
While Mo Bunnell and Bunnell Idea Group work with clients of a high reputation and status, the book he's written here is like gold for freelancers and small service-based businesses, such as consultants.

The information given in this book does not persuade you to buy Mo's services, unlike many other books of the type. The information given allows you to gather this priceless knowledge and insight, and build your own systems and processes for business development (especially with the help of the worksheets he's provided).

My greatest appreciation goes to Mo, whose systems- and processes-oriented approach and personality has helped me immensely.
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