Best networker ever?

October 28th, 2014

network1I had coffee this past week with an old friend. John is a very successful management & sales consultant and trainer who works with clients around the world. We get together once a year or so to get caught up on each other’s families, businesses and so on.

And with John, it’s always the same thing… somehow, we end up talking about how he can help me – with connections, ideas, recommendations. I leave my meetings with him better informed and even a little inspired. He’s incredible.

Continue Reading…

When selling… put people first.

October 22nd, 2014

sellingI have a client on the west coast who is very fond of saying, “Good things happen when I’m out of the office.” While we giggle when he says it, the fact is, when Ken (the founder) is out calling on clients, attending conferences or networking… good things really do happen. He generally comes back to the office with some sort of agreement or RFP.

Ken is a little old school… he likes and uses face-to-face more than any other tactic (and more than any other principal I know). He’s not much for email or social media… or even phone calls. He believes that for someone to want to do business with you (repeatedly), they have to get to know you… like you… and trust you. And the only way to do that is face-to-face.

Continue Reading…

Find the right ‘partner’ to accelerate growth.

October 14th, 2014

LETHAL WEAPON 2I connected with an old industry acquaintance last week… he’s with a mid-sized research firm based in the U.K. After a little social “chit chat,” I asked if there was anything I could do to help his business. To my surprise, he didn’t tell me he was looking for new clients, but instead replied that he was looking to ‘partner’ with firms in the U.S. that were looking to expand into Europe.

That is, if a U.S. firm was looking to expand its footprint across the pond… his firm has the experience and contacts to help. They come together on projects and both firms benefit. What a concept!

It got me to thinking… couldn’t we all use a project-based ‘partner’ like that every now and again? To take on projects we couldn’t or wouldn’t get otherwise… to take advantage of each other’s strengths and minimize our weaknesses… to temporarily merge resources to go after ‘big’ opportunities… to share contacts so that both parties grow?

Continue Reading…

Give a man a fish and he’ll eat for a day. Teach a man to fish… well, you get the picture.

October 8th, 2014

fish 2I was having a conversation with my good friend and colleague, Brian, who founded a marketing services company in the financial industry. In addition to running the company, he also manages the sales team that makes sales calls on behalf of his clients.

All of his sales reps have years of experience and are evidently hitting it out of the park for his clients. Chatting with him on the phone this morning, he mentioned he was heading to the office for a sales meeting. I asked about his agenda… and he mentioned he was doing a lesson on ‘how to leave an effective voice mail.’ What?! He’s managing a team of experienced, proven sales reps and he’s presenting a ‘Sales 101’ lesson on voice mails?!

Continue Reading…

We'd love to chat