Relationships Equal Revenue

Posted by Lou Imbriano

There are many preconceived notions on the art of the close and how to convince people to buy your products and services. The word “convince” or the concept to “persuade” is what leads people astray. The notion of the ABC’s of Sales that has been popularized by the movie Glengarry Glen Ross has led people to believe that sales people should Always Be Closing. This has skewed the thought of new business. It’s not about “the ask”, it’s all about what is done to get to the ask. The true ABC’s of new business and sales needs to stand for Always Be Creating. If that’s the cas

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Dream Jobs Are Not Accidents

Posted by Lou Imbriano

I have been very fortunate to have, what many people would consider to be dream jobs. While in college, I interned at NESN, got my first “real job” at WHDH Radio, I then built a career at Sports Radio WEEI, the New England Patriots, Gillette Stadium, and the New England Revolution. I did all this before starting my own marketing firm, teaching at Boston College, getting published, and having many lifetimes of unique experiences. I am leaving out a bunch of stuff, but I am not writing this to give you my resume. I think most would agree that I have been blessed with dream jobs, yet none of

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Be Disruptive

Posted by Lou Imbriano

Every day, people interact with pleasantries and untrue exchanges. Questions are asked and others nod their heads in agreement, not because they actually agree, but because they do not want to "get into it" or ruffle feathers or be rude. Just because you disagree with others doesn't mean you are rude. People often claim they are offended by a contrary response, but in reality, they are the ones being rude. When you ask a question, you should anticipate any answer, not just the one you are looking to receive. There's the primary root of the evil. People often ask questions not because they w

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