1. Karen Smith & Candace Grisdale Vice-President of Sales “Captains of the Sea”

2.  Know Where to Fish  Audience; Industries; Geographies; Specializations; Associations  Respect the Sea & Land: Ecosystem  Market Competitors – Strengths/Weaknesses; Product Mix Gaps; Bigger is NOT ALWAYS Better; Trends; Market Dynamics; Environment; Culture/Values; Operational Approach; Their Competitors – Internal & External  Getting it Right: The Tackle Box Contents  Products; Messaging; Empowerment; Selling Methodologies; Systems; Processes; Roles & Responsibilities; Goals & Objectives Clarity; Accountabilities; Communications Plan  Involve the Whole Crew  Sales People; Service & Support; X-Team; Customers; Partners; Alliances; Executives; Industry Experts; Friends of Company; Affiliates  Focus on the Prize  Make a Plan; Execute the Plan – No “Flailing in the Wind” Allowed; Intentionality Required; Agility; Creativity; Character  Don’t “Boil the Ocean”  Be Ambitious, But Realistic

3. Karen Smith Vice President of Sales HySecurity

4.  GE Capital  Number One Commercial Lender in US/World  Big and Getting Bigger almost Daily  Most Have a Piece of It  We Wanted it All ~ Was That Possible?

5.  If You Fail to Plan, You Plan to Fail  Show Up and Shut Up  Gentle Pressure…relentlessly

6.  What Do We Want?  When Do We Want It?  How Are We Going to Get it?  What Does Our Team Look Like Now?  Should it Change and When?  How Will We Measure Success?  Are We Nuts?

7.  Who are the Decision Makers?  Who Are the Influencers?  What Does are a Day in the Life Look Like?  Can You Become one of the Gang?  Is Trusted Advisor Role a Myth?

8.  Start the Research  Stop/Look/Listen  Don’t Forget Any Group  Find All Gatekeepers  Know the Competition  Politics Do Matter

9.  Build Those Relationships  Build New Ones as Needed  Mark Your Calendar  Get Invited  Identify Obstacles and Remove

10.  If Your Team Does It Right, there are many happy endings  Big Fish Lands in the Boat  It Stays in the Boat