Through the past few months of having to manage and operate business development through social distancing and work from home scenarios, the opportunity for gaps in the BD process have had the opportunity to widen. This is nobody's fault and everybody's fault at the same time, so no use in pointing virtual fingers that are… Continue reading Mind The Gap

Professional persistence. I'm sure I didn't coin the phrase. My mentor, Mark Frasco, may have coined it. I'm not sure. The idea is to stay dedicated and efficient without being annoying. It's a tricky balance that often can't be achieved. Some professional persistence takes some annoyance. It's just part of it. Keys to this are… Continue reading Professional Persistence

People that know me well know that I've never been the type to need to meet everyone in the room or announce my presence. You'll rarely see me at conferences or networking events "working the room." I'm a quick judge of where I need to spend my energy and I'm happy to stay in the… Continue reading Follow Your Energy

I'm normally not going to get too tactical here, but here's one thing. Nobody is or is not opening your email because of the subject line. The only reason anyone is opening anything is because they recognize either your name or your company's name. If they don't recognize either of those, you have a .2%… Continue reading Subject

I'm a huge proponent of trusting your gut in sales. It helps you get to the answer quicker and let's you get it done sooner, right. Not exactly. Many times people think trusting your gut is just doing the first thing that comes to mind, or your first reaction to an idea you have. This… Continue reading Trust Your Gut To Slow Down