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...
The Customer Journey
Podcast Doug Fletcher has a long list of fans, brought close by his easy laugh, charming tidewater drawl, and a razor-sharp intellect. After meeting when our kids were still young, I too came to quickly admire his simple way...
