Making Friends: The ABCs of an Introductory Call
Podcast Cavin Segil has an easy laugh and long, unmanageable hair. It wasn’t always so. He used to have short hair, but he heard about a program that donates wigs to cancer victims made of real hair and decided he wanted to...
Following Up – How to Write a Compelling Deck
Podcast Carlie Auger has been on more than 500 introductory calls. She has a uniquely engaging way of speaking with those she does not know that makes her a natural at making new friends. One thing she has noticed is that as...
Seeking Assistance from Fellow Travelers
Podcast I sat down with Andi Baldwin recently. Andi works with a number of consulting and professional services firms and is expert at facilitating conversations between the executives her clients most want to serve, teeing...
The Seven Elements of Business Development
Podcast Clients aren’t sold services. They buy them based on their evaluation of need, resources, capability, and fit. Doug Fletcher, my co-author and fellow service sales geek, describes the seven elements that must be...
