I have known Brian Lambert for years as he has been an association partner and client. He now runs the Sales Training Drivers program at the Association for Training & Development…
Article Summary: You only have one chance to make a great first impression that prompts your prospect to say, “Tell me more.” You have to justify immediately why the other…
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: If you are looking to improve your success (e.g., grow your membership, become THE thought leader, or increase brand awareness), the question is not, “are you using LinkedIn?”…
Not too long ago, during a workshop I attended, the instructor asked the attendees to walk around the room. So I got up and walked around the room. After a…
We subscribe to a newsletter that receives queries from reporters and journalists looking for ideas, experts, and sources to interview for future articles. Today's newsletter listed the following item. Notice…
Article Summary: Words are power. Playwright Edward Bulwer-Lytton said it best: "The pen is mightier than the sword." With so much of today’s business communication going digital — e-mail, text…
Let me start by saying that I hate strategic planning, and so do many of the people who do it every one to three years. The number one complaint about…
Article Summary: Your authentic voice is not just your internal and external speaking voice. It comes across in all areas of communication, from e-mails to phone messages to body language.…