Article Summary: Do you remember the day your best friend was a stranger? Most people cannot. Why? Because that day was like any other day. Of course, no one is…
Article Summary: The ultimate goal of networking is to meet or be introduced to “Key Decision Makers” (KDMs). They are your influencers, opinion leaders, check-writers, and contract signers at your…
Article Summary: Life is all about relationships. Online social communities thrive because they enable people to quickly and easily connect. Initially, these are superficial connections. As with personal relationships, true…
Article Summary: The best sales professionals distinguish themselves by their ability to build rapport with everyone they work with regardless of their initial perceived value. As such, treat everyone like…
When Linda Yaffe from Working Matters invited me to Philadelphia, I said "Yes," on one condition. We have to find time to eat a cheesesteak (big smile). While she is…
Article Summary: Deliberate small talk differentiates you. We all recognize relationships take time. Each opportunity you have to touch your prospect is an opportunity to accelerate success. Small talk is…
Article Summary: Has this ever happened to you? You have an excellent working relationship with a key decision-maker (let’s call her Susan) at BestClient Organization. Over time, you have built…
Article Summary: Generally, a networking event is one big blind date. You never know who you will meet next. Networking is all about the deliberate development of professional relationships. Just…
Article Summary: Your answer to "What Do You Do?" commonly referred to as your elevator pitch, is one of the most important tools in your communication toolbox. Why? Because if…
Article Summary: Has this ever happened to you? You have an excellent working relationship with a key decision maker (let’s call her Susan) at BestClient Organization. Over time, you have…