Read More...Millennials vs. Boomers
By Michael J. Nick
How to Make The Most of Millennials on Your Team

Statistically, the majority of college grads will end up in sales career. As a business leader or sales manager, do you know how to make the most of the emerging workforce? Bestselling author Michael Nick and I recently joined forces for the FrippVT Web Event, Millennials – Bridging the Generation Gap. I share Michael’s insights on how to make the most of the millennials on your team. Read his helpful article and then enjoy a replay of our event below!
Read More...Dealing with Millennials at Work
by Michael J. Nick
Executive Communications: Big Impressions on Small Audiences

I was chatting with a team member of a consulting firm who said that because his organization focused on innovation, it was absolutely necessary to clearly articulate his ideas. His problem: he often found himself struggling when approached in the hall by the head of another department or a senior executive. For him, it is much easier to speak in front of a large group than to master the “water cooler” vignette. He felt that larger venues allowed time for preparation and added that, “The impromptu meetings really catch you off guard.”
Read More...Why LinkedIn Endorsements Actually Matter to You
In a recent web event for my FrippVT Sales Series, I spoke with marketing and branding expert Melanie DePaoli on How to Build a LinkedIn Strategy for Success. Enjoy this video of our recent conversation and Melanie’s article explaining why LinkedIn Endorsements do actually matter to you:
Read More...Yes! LinkedIn Endorsements Matter!
by Mel DePaoli
How to Make Your Post Successful on LinkedIn
Like most people, you’ve probably been on LinkedIn for a while, you have a profile and connections – but are you using LinkedIn to your best advantage? I share this article from marketing and branding expert, Melanie DePaoli who explains how to raise your visibility through LinkedIn’s Pulse, plus a replay of my recent web event with Melanie to help you get results from LinkedIn. This was one in the FrippVT Sales Series. Enjoy!
Read More...How to Connect on LinkedIn People Want Conversation

As a business owner or professional, you’re probably already on LinkedIn. You’ve got connections, but do you know how to connect in a way that gets you results? As part of my FrippVT Sales Series, I recently spoke with marketing and branding expert Melanie DePaoli on How to Build a LinkedIn Strategy for Success. Enjoy this video of our recent conversation and Melanie’s article on why and how conversation is in fact essential to making LinkedIn work for you:
Read More...Secrets of Super Star Sales Presentations
If you need a competitive edge over your competition, enjoy a replay of my recent live web event, The Inside Secrets of Super Star Sales Presentations. This is just one in my FrippVT Sales Series.
Read More...How to Use You-Focused Language to Connect with Clients & Prospects
For greater sales results shift from I-focused to you-focused language in your sales presentations and sales conversations:
Read More...An Unparalleled Technique to Increase Sales – Be Specific

Are you losing sales you feel you deserve to win? Once your presentation is prepared, there’s still work to do before you deliver it to your prospects. Here are two ways to increase sales: 1.) Learn how to build your credibility. 2.) Focus your sales presentation on what the prospect is interested in.
VS. This is what we do, how long we have been in business, what we are known for, our clients are, and we would love to serve you.
Technique: How to Build Credibility with Specificity
Read More...8 Steps to Structuring An Outstanding Sales Presentation

Even if you’ve delivered a compelling sales presentation, it often takes weeks or months before you get an answer. Consequently, your goal is to burn vivid examples and key ideas into your prospect’s mind, especially if it is a competitive bid.
Yet, what is the average sales presentation structure?