The Problem with the Paralyzing Power of Self-Image

"Play as loud as you can, as fast as you can, as hard as you can." That was a quote written in black Sharpie on one of my cymbals when I was playing in a band.  I wrote it there because that was the energy I wanted to bring to our live shows.  And our shows reflected that ethos.  They were high-octane dance parties (even if there wasn't anyone at the show - we were more than happy to entertain ourselves). It's how I saw myself as a musician.  It was the image in my mind that I tried to live up to.  It's how I self-identified. There was nothing wrong with that self-image, but when I listen to old recordings of our shows, I can also … [Read more...]

2 Simple Guidelines that Boost Your LinkedIn Messaging Game

I got an interesting question from my ex-intern’s younger brother who is also a student at my alma mater (try following that chain).  It was a simple question, and he was asking because he thought that he was too inexperienced to know the right answer.  But I would guess that it’s a question that many, if not most, professionals have about messaging on LinkedIn.  He asked: What is the right tone to take? I do not know if I am supposed to be formal like on an email or more casual like I am talking with my friends on Facebook.  What’s appropriate? It’s an interesting question because digital communication is actually a pretty new thing.  … [Read more...]

Social Selling Mastery – Jamie Shanks

I've been coaching and training professionals on social selling since before it even had a name.  Back when LinkedIn, Twitter, and Facebook first came out, there was a segment of the sales world that jumped on board and saw these as powerful communication tools.  As is usually the case, there was another group that saw them as glitzy trends that the marketing people would talk about...which meant that they could be safely ignored. That's not the state of the world anymore.  Digital communication has become fully integrated with how we live our lives, and by extension, how we buy.  That means that those of us who sell have to engage with … [Read more...]

When You Miss These 5 Rare Skills You Kill Your Conversations

Does technology always help in the sales world? The knee-jerk response from most sales professionals would be a resounding “Yes!”, but we might want to dive a little deeper.  It’s great to be able to use the latest AI-driven CRM or social media platform, but is it interfering with the fundamental role of a salesperson?  Is it making it harder for us to connect and influence people because we can’t engage with them on a human level? Technology Makes Us Conversationally Absent Sherry Turkle, the author of Reclaiming Conversation, shared the results of a meta-analysis of 72 studies that showed that college students have experienced a 40 … [Read more...]

Hyper-Connected Selling

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David is an internationally-recognized keynote speaker, sales trainer, and business coach.  He focuses on bringing the human-to-human back into sales, social media, networking, and entrepreneurship.

He is the best-selling author of 12 books on sales, networking, social media, and entrepreneurship.  And he is also a prolific contributor to blogs in the sales and marketing space.

His goal is simple: help people become RockStars in their professional lives so that they can have a positive impact on those around them.