Blog Archives

Today’s Lesson: “Social” Selling

No, this is not another post on using online sites like LinkedIn to build your pipeline. Rather, I want to talk about my friend Mitch (real person, fake name). Mitch is looking for love. He’s a good guy. Works hard,

Posted in Building Trust, Champion, Networking, Prospecting, Qualifying, Sales Process

Today’s Lesson: How Do You Get Better?

You may know that I have been a member of a Vistage Trusted Advisor group for over five years. I consider it my graduate business school. While I have a Juris Doctor, I am not a Master of Business Administration.

Posted in Careers, Networking, Sales Leader

Today’s Lesson: Are You Good at Rapport? Are you Sure?

Many of us salespeople have a dirty secret. We hate building rapport especially with prospects or even just people we don’t really know well. Sure, we are expected to be the life the party and the meeting, the easy-going back-slapper

Posted in Building Trust, Networking, Sales Management, Sales Process, Tools

Today’s Lesson: Your Prospect’s Experience

I recently attended a Vistage presentation given by John R. Patterson entitled, “Creating An Extraordinary Customer Experience that drives Loyalty and Growth.” Patterson artfully related how the best brands recognize that great customer experience drives greater profits. I had two

Posted in Building Trust, Networking, Sales Management, Sales Process

Today’s Lesson: Why Am I Here?

You may be thinking I am about to go off on an existential rant about authenticity, our place in the universe, or possibly a lecture on the appropriateness of a paleo diet. Nah, let’s save those for a get together

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Posted in Building Trust, Networking, Qualifying, Sales Messaging, Sales Process

Two Networking Events, Two Authors, Two Books

 In addition to coaching, consulting, and facilitating, I spent part of last week attending two networking events aimed at sales and marketing professionals.  Monday, the Atlanta Chapter of the Sales and Marketing Executives International hosted Jeffrey Hayzlett for an evening

Posted in Marketing, Networking

How Can I Help You?

Bfast w/ tech Recruiter Cheryl Abbott. Our networks overlap. Hiring inside sales reps or mgrs or looking for your next gig, you need her.

Posted in Building Trust, Careers, Networking

Introducing StoryLeaders

Do you emotionally connect with biz contacts? Check out thoughts? I’ll post mine a little later.

Posted in Building Trust, Networking, Sales Messaging

Ask Better Questions

From Michael Lombardi at on Leaders asking questions: LEADERSHIP IMPROVEMENT IDEA… “New opinions often appear first as jokes and fancies, then as blasphemies and treason, then as questions open to discussion, and finally as established truths.” — George Bernard

Posted in Building Trust, Champion, Networking, Qualifying, Sales Messaging, Sales Process