influence

Stories Help Business Developers sell more. Faster

Q1 is drawing to a close. This means business developers and sales professionals across industries are being questioned about their numbers: Are we tracking to goal? If not, why not? What else can we do to deepen our customer relationships and sell more, faster? When sales leaders and marketing directors ask me this last question I recommend storytelling. I recommend storytelling because it’s the one tool that builds trust and credibility with customers—while simultaneously creating desire for your product or [...]

How to get a stranger to watch your luggage

My work requires that I travel. A lot. I spend so much time in airports that I can recite the security announcement from memory: “Do not leave your baggage unattended. Unattended baggage will be removed or destroyed by airport security… ” A few days ago I was at LaGuardia waiting to board a flight to DC. I’d been sitting at the gate for a while. The security recording had played at least three times. Moments after the last broadcast ended [...]

Reciprocity Rules!

This year my husband and I received an adorable, yet mysterious Christmas card. It was signed by a woman neither one of us can remember ever meeting. “So”, my husband said as I placed the card on the bookshelf with all of the others, “Do you think we are subjects in a modern version of that experiment you wrote about?” He was referring to a section of an article I’d published earlier in the year about the notion of reciprocity [...]