The Killer Presentation: Where Lincoln Meets Steve Jobs

5 Ways To Deliver a Killer Presentation

In a world of tweeting, texting, acronyms, and e-mail; our communication has been diluted down to a mere 160 characters.  While being concise and exercising brevity is a way to save time; what happens when you are asked to give a presentation in front of a few hundred people, or even a high profile interview?  Not every presentation is a formal, structured event; this blog entry will give you several tips on how to structure your 'presentation' to deliver the greatest impact, regardless of the audience or scenario.  It will not focus on which support tools to use (i.e. PowerPoint, Prezi, etc.), simply how to deliver your message.

1. The Lincoln Effect

Ok, so I have to admit that I am a bit obsessive when it comes to the legacy of Abraham Lincoln.  Without being formally educated, and in the face of severe failure and tragedy, Lincoln still became (in my opinion) the greatest American President to ever live, and a historical figure that stands for great change and progress.  The reason that step one is called the 'Lincoln Effect' is because of his unique ability to concisely deliver a powerful message, and then use silence as a tool, not a crutch.  Below you will find a link to the Gettysburg Address; one of the greatest overall speeches in American history.

http://www.abrahamlincolnonline.org/lincoln/speeches/gettysburg.htm

In 263 words (yes, I counted) President Lincoln manages to honor the fallen soldiers at Gettysburg, provide perspective on the perils of the Civil War, express supreme disapproval for slavery and declare that the democratic process shall not falter.  Then he walked off and allowed the words to resonate instead of continue talking - silence.  Most of us cannot concisely communicate what we want from the grocery store in 263 words.  Be brief and use silence as your ally.  If your message is powerful enough, you do not need to continue talking.  

Key takeaway:  For all of you Twitter fans, your presentation message should be summed up in the equivalent of a Twitter headline.

     2.  Tell a Story

This is one of those presentation attributes that exists in every book on the topic of presenting, and for good reason.  A good, relevant story connects with your audience, captivates their attention and makes it memorable.  Bring levity to a situation, even if it is a serious presentation, by telling a brand, personal, or customer related story.  The important thing here is that you want to make the story relevant.  As you prepare for your interview, presentation, or meeting, chose the three points that you want to communicate to deliver the most impact with your audience. This way you have a baseline to turn at least one of the impact points into an engaging story.  In my experience, people like personal stories - it allows them to connect with the presenter and engage on a personal level.  Also, connect your story to powerful images.  Providing these images in direct correlation to your story will engage auditory learners similar to those who prefer visual stimuli.

     3.  Introduce a Villain

All great stories have a hero and a villain right?  Steve Jobs was a master at doing this in his presentations. The villain can be a business problem, and inefficiency, the weather, a competitor, etc.  Using a hero/villain narrative can be very engaging; below is an example from the master himself:

In 2007, why did the world need another version of the iPhone at a higher price than before?  Jobs set up the narrative by introducing a villain, a problem that needed to be solved:  

"Regular cell phones are not so smart and they are not so easy to use.  Smartphones are a little smarter, but are hard to use.  They are really complicated...we want to make a leapfrog product, way smarter than any mobile device has ever been and super easy to use.  This is what iPhone is". 

He was very simply able to present the villain, validate the problem and present the solution in three sentences - the world now needed another iPhone! 

     4.  Be Unexpected

We have all seen the movie The Sixth Sense, right?  Well if you have not, I recommend you go out and rent it. The ending was so unexpected that it had people talking for weeks, months and even years after the film - Bruce Willis was ..... go rent it, I won't spoil it.

Why can't your presentation be like that?  Add an element of mystique or intrigue and you will have people talking for days after your presentation.  Again, it is all about relevance; however, no matter what your subject matter - there is always a more creative way to present it.  While I like to consider myself a "right" and "left" brain oriented person, my "right" brain is not quite as creative as some of the amazingly talented people out there.  Regardless of your discipline or topic, don't be afraid to ask someone with a background in liberal arts or marketing to review your presentation and suggest delivery and/or style options.  Also, don't be afraid to try something new!  Status quo typically equates to boring.  If you find the right mix, your hint of unexpected will equate to a memorable experience for your audience

     5.  Be Passionate With the Rule of 3

So this is last, but certainly not least!  You can prepare for days, do one million mock presentations in your bathroom mirror, but remember two things:

• You are the expert.  People are coming to hear you speak so don't be afraid to communicate your thoughts with a passionate inflection and enthusiastic presence. Understand your audience, and adjust according; however, don't sacrifice your passion.

• No matter how many times you have rehearsed, it is the first time your audience is hearing it! Don't go through the motions and sacrifice passion.  Even if you are nervous or forget to mention something, you are the only one that knows.  Keep moving and be passionate.

Finally, utilize the Rule of 3.  Steve jobs understood that the number 3 was one of the most powerful numbers in communication.  A list of 3 is more intriguing than a list of 2, and easier to remember than 30.  Try to structure your presentation into three sections (regardless of presentation length) and try to keep the list of important attributes for each to 3.  It is an interesting concept and it works!  I would recommend picking up Steve Job's book to learn more.

Conclusion

I hope these tips were helpful.  It makes presenting more fun, relaxed and certainly more memorable.  The final tip is to have fun.  Presenting is a fun experience and should be embraced.  If you use these tactics, you will find that you are more excited to present; if for nothing else, to see how the audience receives the different tactics you deliver.

5 Tips for Small Business Lead Generation

Small Business Tips for Lead Generation

I have been fortunate throughout my career to attend many events that celebrate the vital importance of small business and its contribution to local communities.  My experience working with a franchised organization has given me a new perspective and appreciation for the competitive nature of small business and how valuable devising a simple lead generation program can be.  While there are many great tools that can assist in the development of a lead generation program, it starts with a sound strategy and a commitment towards understanding the tactics that can drive the most effective leads at a cost that makes sense for your business.  I will share five key strategies that can be utilized individually or collectively to help stimulate more qualified leads for any local business.

     1.  Lead Management:

While every lead provides an opportunity to convert a sale, you can increase your conversion rate by focusing on leads that exhibit certain characteristics.  Customer segmentation analysis is usually associated with high cost and sophisticated regression tools.  The fact is any local business owner can devise a simple scoring system to turn leads into conversion with more frequency.  Take a look at your customer transactions and identify customer segments based on certain characteristics that make sense for your business.  Once you identify key attributes that exist in your current customer base, score them on those metrics to get a unique view into who they are and what motivates them to purchase.  Some key areas to look at are:

• Lifetime value - how many times has a customer purchased since their first purchase?
• Average ticket size - how much do customers spend?
• Promotion - do customers only buy when certain promotions are run?
• Channel attribution - how did you acquire a customer?
• Returns - is a customer a habitual returner of merchandise?
• Product - are certain customers more apt to buy higher margin products?

If you are a pure B2B company, you can overlay firmographics and industry attributes:

• Company size & sector
• Company annual revenue
• Product sale/type by industry
• Industry Attributes relating to average ticket, lifetime value etc.

There can be variety of other metrics that make sense for your business.  Apply positive scores to good attributes and negative scores to bad attributes.  This will help you identify who you should target, how you should target them, and even who you may want to stay away from.  A simple scoring grid in Microsoft Excel can provide directional insights into your business that are just as valuable as advanced data modeling. You can drive down acquisition cost and drive up profitability.

     2.  Lead Nurturing:

Don't get lazy!  While you consistently want to be searching for new leads, don't forget about the customers that have made your business successful.  It costs more than twice as much to acquire new customers than to nurture existing customers - they have already shown an affinity for your product/service!  Instituting a loyalty program is a great way to show your customers you appreciate them; however, there are also other ways. Social media affords small business an efficient way to communicate with customers very cost effectively. Establish and maintain a Facebook or Twitter page, and incentivize customers to join and participate.  By publishing new, fresh content relating to your business or industry, you can provide your customers unique insights and look like an industry thought leader.  You can also use social media as a primary research 'hotbed' to get real time feedback from customers as it pertains to product design, service enhancements, or content desires.  This will make your customer base feel as if they are part of the solution and become more engaged.

     3.  Build and Optimize Landing Pages:

Marketing in the Age of Google

There are a tremendous amount of free tools available to understand what keywords and search strings are driving the most effective traffic to your site.  Google AdWords, Google Insights, and Google Trends are all free tools that can assist in your strategy development.  By using these tools to find which words are most important as it relates to your business, it can help your business structure a very effective way to generate organic leads through search engine optimization.  Building a website is no longer the solution; building relevant landing pages to drive traffic based on specific product search or expertise is how to convert higher traffic.

For example, if you are a local dry cleaner, your website should clearly focus on your prowess as a dry cleaner; however, how can you generate incremental traffic?  If you go to Google Adwords Keyword Tool (free) a quick search shows that there are 165,000 global monthly searches for the phrase "how to get stains out" with low competition.  If you create a landing page on your site with tips on how to remove stains, you can drive a new subset of traffic who now views you as an expert.  You can even have a coupon on that landing page to try and convert a searcher to a new customer. A fantastic book written by a small business specialist at Google who helped identify these trends is listed here.  It clearly articulates how to use these tools and set up your business strategy.  Remember:

• Create relevant landing pages that capitalize on search trends
• Organic search outperforms paid search by an 8:1 click ratio so make sure you are optimized efficiently
• Strong organic efforts combined with paid search can increase return on investment by 4:1 and increase leads by 2x.

    4.  Get Customers to Search For You:

In addition to building relevant landing pages, there are many other tactics that are search friendly to help create awareness for your business and optimize lead generation.  You obviously started a business because you are an expert in that particular area; use your expertise to generate new customers.  Here are several ways:

• Develop a strong social presence, but be sure to maintain it.  Nothing hurts a brand or business more than an irrelevant social platform.  Either choose to not have a presence or consistently update it with fresh content.  This is a very strong way to engage with existing customers and capture new customers when searching for products and services.
• Mobile optimize your website - even if you don't have the money to fully optimize your entire website, optimize mobile landing pages to capitalize on the exploding trend in mobile search.  
• Write industry white papers and work to syndicate them on third-party sites that prospects use when researching your business - all the way down the path to purchase!
• PR, blogs, public speeches, awards – if it makes sense for your business, become actively involved so your reputation can inspire trust in your brand brand.  
• Consistent brand awareness efforts - maintain brand continuity.  You want to be in relevant searches online, not show up where it doesn't make sense for your business.  Not only does it waste time, it hurts your reputation and affects your brand.

    5.  Understand Marketing Metrics:

This is a very important part of identifying how to successfully market your business.  Once you segment your customer base as in step one, understand how and why to market to each.  You may not have to discount as strongly to some customers, while others require a steep discount to motivate purchase.  This can help you maximize margins by knowing the most effective way to market to each group.  Another important piece is to understand the metrics, there are a ton!  Several ways to measure marketing are:

• Cost per lead
• Cost per acquisition
• Cost per sale
• Return on Investment

Understand which metric makes the most sense for your business and measure accordingly.  My biggest piece of advice is to not necessarily only choose the program with the lowest cost.  Marketing campaigns may cost more; however, if they deliver a higher basket size or better quality customer, they may make more sense.  Identify what makes the most sense for your business and stick to it.  Look at VALUE not only COST.

Conclusion:

There are many tools and tactics out there to help drive successful business activity.  These are a few that will not cost you a tremendous amount of money; however, they do require a time investment.  If you have the luxury of hiring trusted people to manage these efforts, or an agency to act as an extension of your business, that is always a plus.  If not, choose what makes the most sense for your business and stick with it.  If you believe in your strategy, consistency wins the game.

Empathic Selling: Three Ways Marketers Can Use Smartphone Behavior to Their Advantage

Smartphone Usage:

Have you ever found yourself wondering how people really spend their time on mobile devices?  It’s no secret that the future of advertising will include a hefty dose of mobile; however, the more we understand about mobile consumption patterns, the more relevant we can be in our messaging.  A recent article published by the Harvard Business Review focuses on ‘how people really use mobile” and “where marketers get it wrong”.

How People Really Use Mobile

Let’s evaluate how smartphones are being used.  The Harvard study concludes that there are seven primary motivations for a person using a smartphone (excluding e-mail, SMS, and Voice calls), they are listed to the left and include: self-expression, discovery, preparation, accomplishing, shopping, socializing and "me time".  The graph also represents the average monthly minutes used and the percentage of interactions devoted to each.

In total, more than 2/3's of smartphone usage is spent socializing, shopping, or enjoying some well-deserved "Me time"  So the questions then becomes, what implications does this have on your decision making as a marketer?  Let's take a deeper look into the study and identify some potential traps marketers can fall into if they are not cognizant of these trends.

Making Bad Assumptions About App Use:

Apps should have more than one purpose to capitalize on the above consumption patterns.  For example, Facebook can be utilized for socializing, self-expression or discovery.  So when developing an app for your product or service, focus on leveraging several usage 'buckets' will help to engage more effectively with your consumers on their smartphones

Failing to Connect During "Me Time"

As the largest percentage of usage, it is critical to connect during "me time".  One way to create an ineffective ad campaign on a smartphone is to fail to connect to the context, and look like more of a nuisance than a savvy deal.  The statistics below speak volumes:

As measured by the % of viewers who click, search, recall, or purchase a product

Under investment in Mobile

Even with all of the statistics pointing towards a mobile future, marketers have still been hesitant to allocate a larger portion of their budgets to this channel.  As noted below, mobile continues to take up a larger percentage of consumer time, but is still a minimal percent of overall budgeted dollars.    

Three Ways to Use Smartphones to Build Sales

Now that we have a grasp of how consumers spend their time connecting with smartphones, we will take a look at three trends that can help marketers build a successful smartphone strategy:

• Multi-Screening:  One surprising statistic that popped out at me from the Harvard study was that 68% of smartphone usage occurs at home!  This statistic is very important, especially in the context of  what Google calls 'multi-screening'.  In a recent study, Google identified that 90% of people use multiple screens to sequentially accomplish a task over time, and that smartphones are the most common starting place for online activities.  So how important is multi-channel integration?  Note this statistic below:
• 57% of the time consumers are on their smartphone, they are using another device
• 28% with PC/Laptop
• 29% with Television

• Spontaneous Behavior:  The Harvard study showcased the importance of a relevant smartphone connection with consumers; however, how do we get them to purchase?  Google's recent study, The New Multi-Screen WorldStudy, identifies the spontaneous nature of smartphone usage.  When evaluating spontaneous vs. planned search, the study found that 80% of smartphone search was spontaneous as compared to 52% of all PC/Laptop.  Smartphones stimulate a more spontaneous response by consumers, so be aggressive with your offers to drive more sales on mobile devices.  

• The Shopping Advantage:  Smartphones allow consumers the ability to shop at home or on-the-go.  We have already established that 68% of smartphone usage occurs in the home; however, how does that translate into sales?  The answer, very strong!  Google's study highlights the following statistics to support this trend:
• SmartHOME:  59% of shopping events observed on a smartphone occurred in the home
• "I want it now": 81% of the smartphone shopping events were spur of the moment
• Search:  30% of shopping related content on the smartphone starts through search
• Multi-Device Path to Purchase:  65% of consumers that start on a smartphone, move to either a PC/Laptop (61%) or Tablet (4%)

Effective Use of Mobile in Marketing Strategy:

For marketers, smartphone usage is a new, exciting challenge.  Integrating smartphone advertising into your media mix will soon no longer be an option, but an imperative.  Understanding how consumption happens on a smartphone is vital to the strategic planning process.  While this entry focused on some key trends that are occurring, the mobile ecosystem is fluid and constantly changing so it is vital to study your audience and understand how they interact with smartphones on an ongoing basis.

Future postings will focus in detail on audience, new trends in smartphones, and other effective ways to integrate mobile into your marketing strategy.  I hope this information proves useful and helped to showcase the unlimited opportunities available when integrating smartphone touch points into your ad campaigns.

Useful Links:

Google:  The New Multi-Screen World Study, 2012:  http://www.google.com/think/research-studies/the-new-multi-screen-world-study.html

Harvard Business Review:  "How People Really Use Mobile"  http://hbr.org/2013/01/how-people-really-use-mobile

Empathic Selling: "What's in a Subject Heading?"

In my last posting, I introduced the concept of empathic selling and the importance of organizing your message to break through the clutter. The competition for share of attention (B2B and B2C) is fierce, and the message you are trying to communicate is irrelevant if you can’t immediately stimulate interest with a potential prospect. One channel of communication that is as ubiquitous as it is elusive to master is e-mail.

As attention spans become shorter, filters more sophisticated, and inboxes more inundated with messages – how do you stand out? This entry will focus on the development of a subject heading that can help to capture the attention of your prospect in the fleeting 3-5 seconds you have in their inbox.

A few statistics that speak to the importance of creating a relevant subject heading are below:

• 35% of business professionals check email on a mobile device 
• 35% of email recipients open email based on the subject line alone 
• 69% of email recipients report email as Spam based solely on the subject line 

With mobile devices becoming a more predominant channel of e-mail viewing, you are now ALSO competing with millions of apps, social networks, the Internet, text messages, phone calls, angry birds, as well as thousands of others vying for the same share of attention. Let’s look at some ways to maximize your chance of success.

Keep It Simple – Brevity is Key

Email marketing company MailerMailer found longer subject lines had lower open and click rates than those that were shorter:

• 4–15 characters: 15.2% open; 3.1% click 
• 16–27 characters: 11.6% open; 3.8% click 
• 28–39 characters: 12.2% open; 4% click 
• 40–50 characters: 11.9% open; 2.8% click 
• 51+ characters: 10.4% open; 1.8% click

What You Should Avoid:

While these four specific tactics will not get you immediately sent to the spam filter, they are unpleasant, and having been the recipient of thousands of vendor solicitations – they did not work on me:

• Using all capitals in your heading – are you trying to yell at me? 
• Three words: “free”, “percent off”, “reminder” – nothing is free otherwise you wouldn’t be getting paid to solicit me 
• Exclamation points – enough said 
• Sending your initial e-mail as an Outlook invitation to secure a meeting – even if this is accepted, there was no rapport built and it is very easy to cancel at the last minute 

What Does Work?

According to a recent MailChimp study, the company analyzed the open rates for over 200 million emails. Open rates ranged from an amazing 93% to a dismal 0.5%. The study is attached to review the findings; however, the key information is below:

• Localization Helps: Personalization such as first and last name did not significantly help; however, localization such as city name did. 
• Timely and useful information: “Your April Website Statistics” or “August Back-to-School planning” 

Personal Insights

While I don’t have a sample of 200 million e-mails, I have tracked my own e-mail performance over the past 7 years of sending B2B prospecting e-mails to fortune 500 companies. Here are my findings:

• Internal Headings: My greatest success has been derived through evaluation of annual (or quarterly) investor presentations or client 10-K's; my goal is to fully grasp their internal metrics and objectives. Creating a succinct headings focused on the most pressing internal objective always wins. If you can’t find information, my all-time highest rated subject heading is “Focus for Growth”; 14 characters, has an element of being targeted but still ambiguous, and every company is in the business of focused growth (started as my control to test against and has been very strong) 
• Know Your Audience and Segment Messaging: In advertising, companies now have mobile teams, social teams, retail teams, e-commerce teams, etc. My greatest success has been identifying and understanding the metrics that drive each position, and tailoring my heading and e-mail body towards different groups within the same company – more chance for success! Take the time to understand your audience and their pain points relative to your industry- not everyone at the same company is motivated by the same keywords or metrics. 
• Name: ALWAYS use the first name in the e-mail, blanket e-mails do not work. Sales is no longer just a numbers game, it is personal, and requires a personal connection (there is no excuse with the advent of LinkedIn, Jigsaw, Google+, etc.) 
• RE: or FWD: Not my favorite tactic; however, it does work. Artificially including this on an e-mail has prompted response as it appears as if there was already and engaged conversation 
• KISS Method (Keep it Simple, well you know the rest...): Adhere to the character statistics above, MailerMailer know their stuff 

While there is no magic bullet or secret recipe, there are proven tactics that seem to generate success time and time again. E-mail is tricky, but can be your best friend, especially in a B2B environment. If the e-mail generates an initial response; you should be ecstatic! However, e-mail should be viewed as another touch point and not solely relied upon. I use e-mail to convey enough information to generate interest without giving away everything; packaged with a relevant subject heading, you have a great first touch point. A follow phone call with a reference to your e-mail is where the rubber meets the road.

Good luck with your e-mail prospecting, and the next installment will continue to focus on topics and tactics to enhance your toolkit towards empathic selling.

Useful Links:

1. MailChimp Study: http://kb.mailchimp.com/article/best-practices-in-writing-email-subject-lines
2. Convince and Convert: http://www.convinceandconvert.com/email-marketing-advice/15-email-statistics-that-are-shaping-the-future/

Empathic Selling - "What are you thinking?"

One of the most critical components of success for any professional is the ability to concisely communicate a sales message, and break through the clutter.  WE ARE ALL SALESMAN; – don’t believe me?  Try converting the guest bedroom into a ‘man cave’ before getting a verbal confirmation from your wife, or explaining to the Chief Financial Officer why SEO deserves to have $1 million allocated in next year’s budget to drive organic site visitors.  We are always selling; however, some of us do it better than others – so my mission has been to find simple tactics that can help anyone at all levels sell more efficiently.

This blog will continually reference a movement that I am working to develop called empathic selling.  A simple definition is to deliver your message with empathy, and refine your ability to truly present as if you were listening from the other side of the conversation.  In theory it seems simplistic, and it is, that’s why it works.  However, there are elements to this process that I have learned and compiled by reading mavens in their respective industries to build a model that can work for anyone in any industry.  Topics such as emotional intelligence, active listening, neuromarketing, storytelling, and irrational exuberance intersect at a crossroads that I define as empathic selling. 

The first practical topic that I will focus on will be concise message delivery.  In a fantastic book called Neuromarketing: Understanding the "Buy Button" in Your Customer's Brain by Patrick Renvoise, the author introduces a methodology of how to deliver a targeted message to the primitive brain by focusing on simplistic messaging.  While I would certainly recommend the book to understand the evolution of the brain and why this works; I want to share a tactic that I have successfully executed from the book that has enhanced my message delivery and influence. 

A simple methodology that can be utilized to organize your ‘sales pitch’ in any environment is as follows:

• Identify the pain
• Differentiate your claim
• Demonstrate your gain

Regardless of your industry, there always exists a pain that needs to be alleviated – the better you understand that pain, the more effective your message.  Where empathic selling aids in this process is helping to identify more than just the pain of an industry or macroeconomic situation, it is approaching your client as a consultant, and understanding their personal success metrics.  For example, a pain for a major retailer may be to support a new store opening; however, the individual marketing manager you are talking to may be evaluating solutions to exceed a previously defined company benchmark or return on investment goal in order to look like a ‘Rock-star’ internally.  While the two events are not mutually exclusive, they do help tailor your message to assist in the differentiation of your claim.

Utilizing this methodology over the past five years of communicating to fortune 500 clients, I have consistently achieved a response rate of over 71% in my e-mail marketing/sales prospecting by structuring my message according to process above.  In future posts, I will share how other elements of empathic selling help to define this process regardless of what you are selling. 

In conclusion, successful selling begins when you stop selling.  Success is positioning a message with empathy while demonstrating a unique gain relative to the pain the customer is experiencing.  This is one of the first books that I read and it has dramatically helped me in my career of communicating to C-level Executives internally as well as externally.  As your wingman, I hope you find similar success and fortune. 

The next blog will take a deeper dive into tactics to help “identify the pain” so that your first impression can be very impactful and immediately captivate attention.

Book Recommendation of the week:  http://www.amazon.com/Neuromarketing-Understanding-Button-Customers-Brain/dp/1595551352

    

The Beginning...

As an avid reader of ancient philosophies, business principals, secrets to happiness, and theories on leadership, I have decided to create a blog that focuses on a myriad of topics. Each topic is designed to not only assist in the incremental development of young professionals, but to help maximize happiness along the way.

"Today I choose to be happy" is an ideology that escapes most of us in our pursuit of greatness. Having lost my father, a powerful business Executive, to a stress induced early departure; I have made it my life's purpose to find and communicate the perfect blend between happiness and success in an effort to inspire others.

My blog will uniquely focus on all areas of personal development, and I will act as a wingman to help inspire young professionals to actively participate in their own success (happiness + achievement). The eclectic mix of authors that will be referenced moving forward include, but are not limited to: Malcolm Gladwell, Daniel Pink, Daniel Goleman, Andy Andrews, Steve Jobs, Mitch Albom, Rhonda Byrne, Frederick Nietzsche, Eckhart Tolle, Gay Hendricks, amongst many others.

"The secret to having it all is believing your already do" is a quote that I had painted in my office to inspire myself every day, as well as to be grateful for every morning I get to do wake up and do what I love. I do not claim to have any secret recipe or formula, just a lot of knowledge that has helped me at age 30 feel happy, successful and fulfilled every day.

While there will be elements of inspirational theory, the blog will also feature practical advice on motivation, prospecting, selling to large companies (what I call empathic selling), economic forecasts, and anything else that can assist in the development of a more 'happy', "fulfilled" next generation of business professionals.

I will try to post daily; however, my insane travel schedule may not permit - stay tuned for upcoming features and thank you for reading this far. I can't promise success, but I can promise the introduction of principals that will open your mind.

 If you are interested, please follow me at http://successeswingman.blogspot.com/

+Jim Buckley