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David J.P. Fisher shared thisPeople ask me about the state of the LinkedIn algorithms a lot. We have been primed to chase the elusive high that comes when a post gets big reach. But it's easy to forget that the point of posting on LinkedIn isn't to get impressions. It's to make an impression. Are you sharing content that connects you with your network? With your prospects, customers, and partners? Because if not, what's the point? It was good talking with Matt Cornelison from FUNGI Media about how to actually use content to create connection.
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David J.P. Fisher shared thisTrust and value are not connected. That’s what I thought when looking though a recent infographic in a LinkedIn report that, “86% of buyers say seller expertise drives trust, but just 45% say they trust sellers. Value builds trust.” It sounds good. But it’s not right. Trust is the ability to predict what will happen in situations of uncertainty. Value is providing information or resources that help someone make a decision. You can see that they are related. But they aren’t the same. You can have a friend that you can’t trust because they always flake on you. But that same friend, when then do show up for you, could bring ideas, experiences, or opportunities that are awesome. The opposite is also true. So what should you actually be chasing: Credibility. That’s when you can be trusted to bring value to someone. It’s when you connect the two. That might sound obvious, but it’s not as easy as it sounds. Because trust requires showing up consistently over time. Value requires you to have something useful to say when you show up. The newest LinkedIn algorithms are trying to boost value. Whether or not they are doing that, they are certainly making trust-building more challenging. Because it’s harder to show up for the same people over and over. So be strategic and intentional with your work here. Build credibility by being present regularly through your posting and commenting. Because if you are showing up to your network of prospects and customers… well, out of sight, out mind. Becky S. Brown Puni Rajah Kicki Bjorkvall
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David J.P. Fisher shared thisGoing to a networking event or a meetup on your own can be scary. It’s no different than when we were kids going to the first day of school or camp. Let’s face it, it is nerve-wracking to go into a room full of people you don’t know. In running our monthly get-together, I’ve seen lots of people show up for the first time. There are a few things that can make it easier. 🟢 Come with a friend. Bring your own support network with you. It’s just like going to a party with a friend. You know that you’ll have someone to talk to. But avoid hiding in the corner and only talking to the person you came with. 🟢Introduce yourself to the organizer. Find the people in charge and introduce yourself. Tell them it’s your first time and what brought you out. They’ll want you to have a good experience and will be able to make a few connections. 🟢Become a repeat attender. It can be intimidating to spend time with people who already have established relationships. How do you get in on all of that? Show up again. You’ll be much more relaxed and ready to engage the second time around. I’m always excited to meet new people at our monthly Long Room gatherings. We are all first-timers at one point! 😊 Andy Crestodina Danny Schuman Steven Silverman, Megan Knee Catherine Altman Morgan Susan Tyson Ethan Spotts Andrew Kim Matt Cornelison Suzanna Colberg Erik Hehrmann Will Barthel Jenn Dudley Scott Dayton Keith McGorisk Yamuna Reddi Lynn Hazan and everyone else!
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David J.P. Fisher posted this48 hours. That’s how long motivation lasts for a salesperson. Or at least that was the very unscientific assessment from one of my first leadership mentors. He was sharing why it was important to engage regularly with my sales team. His opinion was that even with 1:1 check-ins and quick morning calls, you wanted to get your sales team together every few days. One sales meeting a week wasn’t enough. Your goal as a sales leader is to help shape the form and the approach to the next 2-3 days at each meeting. Then bring the team back in and work on the next few days. It sounds like a lot, but it reminds me of the Zig Zigler quote, “People often say motivation doesn’t last. Neither does bathing—that’s why we recommend it daily.” If you are running a sales team, ask yourself if you have enough touch points with your team. It’s more likely that you are in a sales role yourself. And here’s the trick – it’s up to you to ensure you have these motivational “touchpoints” in the week. Hopefully, your manager is creating those. But if not, don’t mope, create your own. Don’t let yourself go more than 2 days without a shot of focus and inspiration. 😊 Get a motivation/accountability buddy – find another seller in your organization or outside of it that you can talk to once a week. 😊 Hire your own coach – there are great sales coaches out there that can help you stay focused. Happy to recommend a few if you need one. 😊 Ask your manager if you can run an additional sales meeting for the team. Even a 30-minute touchpoint can help you and your colleagues. The most important thing: create a structure to help keep you on track throughout the week. You don’t have to “white-knuckle” it and keep yourself motivated by pure willpower. Build systems into your week to do the heavy-lifting for you. Becky S. Brown Brandi Brooks Davis Benjamin Hamilton Scott Feldman
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David J.P. Fisher shared thisIf you get annoyed with LinkedIn because you think it’s just people bragging on themselves, you’re going to want to skip this post. 😊 I was surprised and honored to receive the SAS RevOps Award of Excellence last week. I would even say I am a bit chuffed. It was great to have our program recognized - and the work that my partner-in-crime, Becky S. Brown, and I have been putting into making it happen. In the past 3 years we’ve built a world-class Social Selling program with over 650 certified participants and gone from a sales enablement program to a true global revenue enablement program. When I first came to SAS after many years of running my own show, I was nervous about how I would fit into a broader team. But Carrie Kretz, M.B.A, Brooke Huckabee, and Edie Cagle have not only made it an easy transition, they’ve empowered me to chase the goals I mapped out when I first got here. Thank you! Back when I went from working in sales/sales management to running my own consulting firm, there was a noticeable drop in trophies around the office. So now it’s nice to have one to put up on the bookshelf. 😉 Thanks for giving me a moment for sharing my success. We’ll be back to our regularly scheduled sales and networking content tomorrow!
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David J.P. Fisher shared thisTo succeed in building your professional network, you need to succeed at two levels: 1️⃣ Strategy 2️⃣ Tactics That might sound obvious, but over the years I've found that people gravitate towards one. And then they use their discomfort around the other to stop themselves. Strategy is about connecting your networking to your career goals. It's about being thoughtful about who you are connecting with and why. And it's about building a long-term relationship with your networking connections. The tactical level in networking is the engagement with your network. At a foundational level, it's your ability to have a conversation with another person. To be successful, you need both. Which is why so many people struggle. They have fantastic plans, but can't connect in a conversation. Or they are the friendliest person you know who doesn't know how to ask for what they need. Here is a simple next step in both areas. This week, work on the side you are weak on: 👉 Strategy: Write down the 3 job titles that would be most effective to have in your network right now. These could be potential clients, referral partners, or centers of influence. You have to know the "persona" of your ideal connections. That way, you can start to plan out where you can meet those people and engage with them. 👉 Tactics: In your next 3 conversations, practice the Next Question. Ask them a relatively open-ended question. When they answer it, don't respond with a statement, but rather a question based on their answer. Superficial conversations don't go very far. Focus on your conversational partner and dig a bit. You'll find out more about them and what they are working on, and you're building social capital because we like people who pay attention to us. Strategy and tactics are the yin and yang of successful networking. Make sure you have both working in your favor. Becky S. Brown ANNABEL PICKENS Brandon Lee
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David J.P. Fisher shared thisDon’t let your sales get killed by your metaphors this week. The modern buying process isn’t liner. It’s not unidirectional. In other words: It’s not a pipeline. And what do we talk about all the time in sales, sales management, and sales enablement? Pipelines. We do that because it’s a useful metaphor to describe the maturation of a sales opportunity as it gets to the closing stages. But the map is not the territory. You might track pipeline as if it was a discreet, quantifiable, LINEAR process. But your prospects are getting information from many sources. They are using AI, LinkedIn posts, podcasts, and conferences to get info. They are talking to their buddies online and offline. They are being influenced by actors internal and external. It’s a mess. I called this the Sales Matrix™ in Hyper-Connected Selling. You don’t have to stop talking about your sales pipeline. But you have to accept that you have inputs (and outputs) through the entire relationship. 🔻Feed opportunities into your pipeline. 🔻Manage and cultivate the opportunity consistently and constantly. 🔻Move them to the next stage when possible and appropriate. Pay attention. There will be a lot happening throughout the process, but you can’t just assume everything will flow easily and in one direction. Becky S. Brown Tony Lenhart 🥁Tom Latourette 🏀 Stephen Oommen
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David J.P. Fisher shared thisHere’s the mistake that gets made over and over when it comes to leveraging LinkedIn for sales: GETTING attention is much different than KEEPING attention. Social media platforms have focused their users on getting attention. Their algorithms are designed to keep us hunting for novelty and emotional stimulus. Which is why LinkedIn gurus focus on tracking the every little change on the algorithms here in an attempt to keep us chasing that attention over and over. They think more impressions leads to more sales. Hmmm… When you are selling, it’s much more about *keeping* attention. Yes, you have to get your prospect’s focus in this busy and crowded world. But once you have it, you have to keep it long enough to build a connection, a relationship, and then trust. And that’s not always the strength of LinkedIn. Yes, you want to show up on LinkedIn with consistency and relevance… But LinkedIn (or any social platform) needs to be just one of the channels that you are using to engage. You want to get in-depth? Keep someone’s attention for longer than 20 seconds? Find a way to take the conversation into other places so that you can create those deeper conversations. LinkedIn is a critical piece of the attention mix for the modern seller. But it’s just one piece. If your job is to build trust and guide your prospect along the journey to be a customer – use all of the tools you have available, including LinkedIn. Becky S. Brown
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David J.P. Fisher shared thisWhat seeds are you planting this week? Me and the boys planted our first seeds for the season. Now we're waiting for them to germinate. Some of these will turn into plants that rise over my head. But they are all just little nuggets of potential right now. It'll take some time and some attention before anything pops up. But I had to put the effort in now, though, if I want that payoff down the line. What possibilities will you create this week? Here are places to start: 🌱 Leave 5 comments today on LinkedIn posts that you found engaging, inspiring, or just plain useful. 🌱 Email someone that you met at an event recently, even if it was last month. Introduce yourself and ask what projects they are working on. 🌱 Send a connection request and/or a note to someone whose posts you see and enjoy here on LinkedIn. 🌱 Message a past colleague who you haven’t spoken to in a while and ask them how they are doing. 🌱 Ask a coworker who you don’t know well if they’d like to have a coffee chat or lunch (on- or off-line). I don’t know what will come of any of these. And neither do you. Maybe nothing. But some of these seeds will lead to an amazing harvest. You have to plant those seeds the first. And the longer you wait to plant them, the longer you’ll have wait to see a positive result.
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David J.P. Fisher liked thisDavid J.P. Fisher liked thisFinancial services leaders don’t need more noise. They need clarity — especially in a market defined by volatility, rising customer expectations, increased regulatory complexity and intensifying fraud pressure. That’s exactly what we’re bringing to SAS Innovate in Grapevine, Texas. At this year’s event, we’re going deep on the issues that matter most. • A Risk & Fraud Solutions Customer Connect focused on real‑world challenges and proven approaches • Financial Services Executive Industry Insights sessions featuring dialogues with leaders facing the same pressures as you • Mainstage moments showcasing SAS solutions in action — not just the theory • And, most importantly, conversations with customers who are navigating today’s market with confidence This isn’t about hype. It’s about how financial institutions are actually using data and AI to make better decisions, manage risk, fight fraud, and enhance customer experience. If you’re responsible for protecting your organization or enabling growth, this is a conversation worth being part of. Register for SAS Innovate and join us in Grapevine: https://lnkd.in/ggZE-7Fw
Experience & Education
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Publications
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Networking in the 21st Century on LinkedIn (3rd Edition)
RockStar Publishing
See publicationDo you want to create the professional opportunities that will drive your career forward? Then you must leverage the digital world! Integrating the online world into your offline conversations is the key to being seen and getting access to the best connections for your career.
LinkedIn is not just the pre-eminent professional social media platform. It’s a social networking forum. It’s a place to be found and a place to find what you need in your business life…if you know what you are…Do you want to create the professional opportunities that will drive your career forward? Then you must leverage the digital world! Integrating the online world into your offline conversations is the key to being seen and getting access to the best connections for your career.
LinkedIn is not just the pre-eminent professional social media platform. It’s a social networking forum. It’s a place to be found and a place to find what you need in your business life…if you know what you are doing.
This book will make you more confident, more competent, and more comfortable as you connect and engage online.
There are no shortcuts to creating value and opportunities with LinkedIn. But knowing the right approach will save you hours of frustration and add dollars to your bottom line.
Learn how to:
★ Craft a LinkedIn Profile and personal brand that attracts your most important audiences.
★ Navigate the 700+ million members of LinkedIn to create a network that works for you.
★ Leverage your connections through engaging and sharing content that positions you as an expert.
And much more... -
five seven five: a daily glimpse of Chicago life seen through haiku
RockStar Publishing
See publicationA fun side project where I had a chance to flex my writing muscles. I wrote 365 haiku, one a day for a year, about my life in Chicago....
The Japanese poetry form of haiku has been around for over 500 years. Consisting of 3 lines of five, seven, and five syllables, it traditionally focuses on creating a juxtaposition between the observed world and an insight into the human mind.
In five seven five, I took the form and applied it to the modern world around me. Every single day…A fun side project where I had a chance to flex my writing muscles. I wrote 365 haiku, one a day for a year, about my life in Chicago....
The Japanese poetry form of haiku has been around for over 500 years. Consisting of 3 lines of five, seven, and five syllables, it traditionally focuses on creating a juxtaposition between the observed world and an insight into the human mind.
In five seven five, I took the form and applied it to the modern world around me. Every single day for a year I wrote a poem inspired by my experiences of the day. And those added up to a journey of insights and ideas on how to find meaning and beauty in the daily grind around us. -
Hyper-Connected Selling: Winning More Business by Leveraging Digital Influence and Creating Human Connection
RockStar Publishing
See publication"If you could cross the late, great, sales coach Zig Ziglar - a master of face-to-face relationship selling and networking - with Gary Vaynerchuk, the digital marketing and social-media pioneer - what you'd get would think and act an awful lot like David J.P. Fisher."
-Dean Rotbart, Monday Morning Radio
"One of the best new Digital Marketing audiobooks"
-BookAuthority
The world is already Hyper-Connected - Are you ready to make it work for you?
Leverage Social Selling…"If you could cross the late, great, sales coach Zig Ziglar - a master of face-to-face relationship selling and networking - with Gary Vaynerchuk, the digital marketing and social-media pioneer - what you'd get would think and act an awful lot like David J.P. Fisher."
-Dean Rotbart, Monday Morning Radio
"One of the best new Digital Marketing audiobooks"
-BookAuthority
The world is already Hyper-Connected - Are you ready to make it work for you?
Leverage Social Selling Technology
Technology has fundamentally shifted how prospects buy...which means that salespeople have to catch up and change how they sell. You don't have to surrender your personality and drive to the robot overlords, but it's critical to leverage all of the tools available. With the right approach, integrating technology into daily sales activities multiplies your ability to engage and provide value.
Harness the Power of the Network
Learn how to navigate the new Sales Matrix™ and find opportunities by building relationships with a broad cross-section of prospects, clients, and partners. Information has become a commodity and there are new resources that separate the mediocre from the masters: influence and access. The Hyper-Connected world rewards those that can bring together people, insights, and opportunity.
Grow Success the Old-School Way
At its core, selling is a human-to-human activity. That won't change no matter how much technology we add to the mix. Old-school communication tools haven't gone out of style. Quite the contrary, they're your most powerful asset. Discover how to become a trusted Sales Sherpa™ for your prospects and integrate yourself into your customer's buying journey. -
Networking in the 21st Century...for Sales Professionals
RockStar Publishing
See publicationWhether you want more clients, more referral partners, or a community of colleagues to support you, the answer is just one conversation away. Networking is a combination of sales, marketing, relationship-building, and career management, and in the 21st century, it’s the way business gets done.
By combining focused strategy with effective tactics you will learn how to cultivate the relationships you need for success. This ability to develop robust professional connections is the key…Whether you want more clients, more referral partners, or a community of colleagues to support you, the answer is just one conversation away. Networking is a combination of sales, marketing, relationship-building, and career management, and in the 21st century, it’s the way business gets done.
By combining focused strategy with effective tactics you will learn how to cultivate the relationships you need for success. This ability to develop robust professional connections is the key difference between those who just get by and those who are getting ahead.
Are you ready to get more from your network? -
Networking in the 21st Century...for Solopreneurs and Freelancers
RockStar Publishing
See publicationRunning your own business doesn’t mean that you have to find success alone. There is a huge network of professionals waiting to help you…as long as you know how to tap into it. No matter what your specific goals are, your ability to connect with others is the key to finding the resources you need to achieve your goals. Whether you are looking for more clients, more referral partners, or a community of colleagues to bounce ideas off of, the answer is just one conversation away.
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Networking in the 21st Century...Within Your Company
RockStar Publishing
See publicationNo matter what your goals, who you know is as important as what you know. In the 21st century, networking is a combination of sales, marketing, relationship-building, and career management. It's the difference between those who get by and those who are getting ahead.
This book is for anyone who realizes that their professional success hinges on the network they create. You aren’t just a cog in the machine, you are the CEO and #1 salesperson of You, Inc.! -
Networking in the 21st Century...on LinkedIn
RockStar Publishing
See publicationNo matter what your goals, who you know is as important as what you know. In the 21st century, networking is a combination of sales, marketing, relationship-building, and career management. It's the difference between those who get by and those who are getting ahead.
But how do you build more effective offline relationships in the world of online connectivity?
If you are tired of the hype surrounding social media and LinkedIn, you are in the right place. There are no shortcuts to…No matter what your goals, who you know is as important as what you know. In the 21st century, networking is a combination of sales, marketing, relationship-building, and career management. It's the difference between those who get by and those who are getting ahead.
But how do you build more effective offline relationships in the world of online connectivity?
If you are tired of the hype surrounding social media and LinkedIn, you are in the right place. There are no shortcuts to creating value and opportunities with LinkedIn, but knowing the right approach will save you hours of frustration and add dollars to your bottom line.
This book is for anyone who realizes that their professional success hinges on the network they create. No matter what your job title or position, your ability to connect with others is the key to finding the resources you need to achieve success. -
Networking in the 21st Century...for Millennials
RockStar Publishing
See publicationAre you at the front end of your career? Are you looking to move up in the business wold? Or maybe you are ready to blaze your own trail?
No matter what your goals, who you know is as important as what you know. In the 21st century, networking is a combination of sales, marketing, relationship-building, and career management. It's the difference between those who get by and those who are getting ahead!
Whether you consider yourself a Millennial, Gen Y, or just a young professional…Are you at the front end of your career? Are you looking to move up in the business wold? Or maybe you are ready to blaze your own trail?
No matter what your goals, who you know is as important as what you know. In the 21st century, networking is a combination of sales, marketing, relationship-building, and career management. It's the difference between those who get by and those who are getting ahead!
Whether you consider yourself a Millennial, Gen Y, or just a young professional who wants to get ahead, this book will help build your skills and confidence. The need for authentic business relationships is as important as ever, and the changing landscape of technology and connectivity holds pitfalls and new promise.
No matter what your job title or position, your ability to connect with others is the key to finding the resources you need to achieve success. -
Networking in the 21st Century: Why Your Network Sucks and What to Do About It
RockStar Publishing
See publicationNetworking in the 21st Century guides modern professionals through the challenges and opportunities of business networking. In the 21st century, networking is a combination of sales, marketing, relationship-building, and career management. It is the difference between those who get by and those who are getting ahead! Learn proven strategies and tactics that will make all the difference.
Honors & Awards
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Sales Hall of Fame
Badger Mapping
Organizations
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Northwestern University Alumni Association
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- Present -
Evanston Chamber of Commerce
Director, Chair of Membership Committee
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Young Professionals of Evanston
President
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