At the Bottom of the Cycle

by | May 8, 2010 | Blog

Our strength and focus in networking runs in cycles. There are times when we are really revving and we’ll attend three events in a day, contact thirty people on our tickler list, and throw in a one-to-one meeting or three on top of it all. And then there are...

Why We Do What We Do, Part 4: The Art of the Story

by | May 6, 2010 | Blog

So, we’ve about beaten this dead horse into the ground now. We’ve talked about why you should understand your underlying reasons for doing what you do, how to uncover them, and when to use the information you obtain. Now we just need to talk...

Asking for the Referral

by | Apr 27, 2010 | Blog

My sales coach, Joe Marr, has a great system for asking for referrals, called CAPS. The general idea is that you focus on some particular aspect of your target market which, when specified, is sufficient to trigger a listener’s associative memory. Asking...

Networking When It Doesn’t Matter

by | Apr 18, 2010 | Blog

The thought of actually attending a networking event fills many people with dread. After all, you are basically putting yourself in a place where you will be talking with strangers — in direct contradiction to the instructions your mother gave you from the time...

But I Don’t Own a Business!

by | Apr 15, 2010 | Blog

A lot of networking advice is aimed at small business owners (and salespeople) who use the skills to get more work for their business. There are those — and I know you might find it shocking — who actually do the work in a larger company — who...
Greg Peters
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