Author Archives: directimpact

Good afternoon, As we move further along in our AI journey, we will be counted on to provide leadership and direction to our prospects and customers. The wisdom today is to try and avoid back and forth via email and … Continue reading →

The following story from Sales Gravy podcast caught my attention this week. Why Cleopatra Got the Meeting In 48 BCE, Cleopatra needed an audience with Julius Caesar. He was the only person powerful enough to help her, and his calendar … Continue reading →

Organizations need to work hard to make sure the prospect/client really understands how we can or cannot help. We may or may not be the right fit but we can’t leave stones unturned. “Leave no stone unturned and you will … Continue reading →

Hello, here’s a quote that passed my desk this morning: Politeness is a trait in folks. That’s easy to explain; They’re the first to show their gratitude, And the last ones to complain. Carice Williams

Hello, Just a short rant today. I attend and lead presentations all the time and participants are in the background chatting and sending questions. I think to myself, I wish I could multitask like they do. Is anybody really paying … Continue reading →

Good afternoon, Every go on a sales call and the person trying to sell you something just doesn’t seem into it? How about going to a sports event and one of the star players doesn’t seem to care about anybody … Continue reading →

I have been looking at going to the Outbound 2026 Conference in November and came across one of the speakers, Colleen Stanley, author of Emotional Intelligence for Sales Success. Here’s an Executive Summary from one of her articles called Buyer Resistance … Continue reading →

One of the simplest adjustments you can make to improve communication: during the introduction call, ask your prospect how they prefer quick communication. Text, LinkedIn DMs, email, or phone? Most people will tell you directly. When you meet buyers where … Continue reading →

When coming to a fork in the road with life decisions, listen to your little boy/girl voice and turn toward more adventure & risk. The past few months have reminded me that life goes by so quickly! No regrets.

The pollen is really high on this end. My wife Teri really likes it because my eyes water and she says it’s the only time I get emotional. Whatever!