David J.P. Fisher

Sales Manager

I work with our sales leadership to create best-in-class resources for our salespeople and customer-facing team members to leverage social media and social networking platforms.  My goal is to help them create more effective relationships through engagement and authentic conversations.  

To do that, I'm responsible for creating a strategic roadmap for our social selling program and then executing upon it.  That ranges from building and delivering training and coaching programs to helping to craft the assets our team needs to communicate the SAS story.

Global Social Selling Lead - Sr. Sales Enablement Program Manager 

RockStar Consulting

I started RockStar to support people with their personal and professional development.  I've worked with thousands of sales professionals, entrepreneurs, and small business owners to develop foundational sales skills and digital acumen.  Currently my work focuses on helping sales and marketing leaders leverage digital tools and LinkedIn to improve their online presence and build more and stronger relationships with existing and potential customers.

I work principally as a lead consultant and trainer, helping to develop messaging and content while also delivering trainings and coaching to our clients.

I've written over 400 articles and 12 books, including the best-sellers Hyper-Connected Selling, Networking in the 21st Century on LinkedIn, and Networking in the 21st Century: Why Your Network Sucks and What to Do About It.

RockStar Consulting is a professional development consultancy focus on providing LinkedIn coaching and messaging support, social selling training, and fractional sales coaching/management services.  

We help people become RockStars in our home of Chicago and around the world.

President

The Sales Sherpa™ Path

I deliver keynotes and workshops for associations, conferences, financial service firms, sales teams, and entrepreneur groups around the country and world.  My work helps professionals walk the Sales Sherpa™ Path, a sales approach that focuses on the convergence of social selling, networking, and old-school sales skills.  The goal is to position yourself as a trusted resource even before your buyers become prospects.  

My most popular topics include:

Being the Sales Sherpa: Winning More Business by Leveraging Digital Influence and Creating Human Connection
Networking in the 21st Century: Finding Sales Success Through Connection
The Social Sales Leader: Engaging and Enabling Your Team on Social
Sales Skills 7.0: Creating Opportunities by Integrating the Online and Offline World

Keynote Speaker, Author, & Trainer

The Beer, Beats, & Business Podcast

A semi-regular podcast featuring interviews with entrepreneurs, experts, authors, and artists. All 7 seasons  are available on the major podcast apps.  I was the host on the microphone and also ran the production side.

Podcast Host and Producer

The C-Suite Network

C-Suite Network Advisors are select industry thought leaders who provide services for C-Suite executives and enterprise businesses. These business experts and thought leaders consist of a mix of consultants, speakers, authors, podcasters, TV contributors, trainers and coaches.

C-Suite Network Advisor

Ajax Workforce Marketing

Ajax was a branding agency that specialized in Workforce Marketing, and was the only official partner of LinkedIn for branding and training in North America.  My particular focus was internal and external training and development.  I developed training programs so that the employees of our client companies could make LinkedIn and social media an integral part of their daily business life (one that makes their jobs easier and more effective).

Focus Areas: LinkedIn training, social media strategy, sales, networking, business development, training programs, communication skills

Director of Training

Brinks Home Security

I managed the Chicago sales force for one of the most recognized brands in the world.  I interviewed and trained new hires as well as managed a team of sales reps (including three of the top 20 reps in the company).  I facilitated the communication between our sales team and all aspects of product delivery to make sure we delivered what we promised.

Focus Areas: sales management, training, recruiting, interviewing, territory management, sales, marketing, security systems

Cutco/Vector

As a district manager for Vector Marketing, I had the opportunity to run all aspects of a half a million dollar a year sales company.  From P&L budgeting to marketing, business planning to training, I did it all.  During my career there I trained and coached over 1,500 sales representatives, and spoke in front of groups from 5-500 over 20 hours every week.  It gave me the opportunity to hone my coaching and speaking skills on a massive scale.

Focus Areas: sales, training and development, marketing, entrepreneurship, business planning, recruiting, staff development, sales meetings

District Manager

I was one of the college kids selling Cutco knives in people's homes to help put myself through school.  I would eventually do thousands of presentations (strictly through referral) at kitchen tables around Chicagoland, selling almost a quarter of a million dollars in cutlery - becoming one of their top salespeople and eventually a National Top 10 scholarsip winner.   It was an amazing opportunity for a young professional, and I learned the value of a product you can stand behind, a solid sales presentation, and engaging with your customers with questions to find the needs you can solve.

Focus Areas: sales, lead generation, referrals, direct sales, customer service, cutlery

Field Sales Manager

The modern seller needs to effectively mix digital literacy and traditional human-to-human interaction to be successful.  I work with our sales leadership, marketing, and sales enablement teams to bring the best training, content, and assets available to our front line sales and customer-facing team members.

I want to help them build digital influence and create stronger personal connections that create results.  To be success with social selling, you need to be both "social" and "selling".

In all of my work, my goal is to teach professionals how to be Sales Sherpas™.   When they walk the Sales Sherpa Path they harness the power of relationships to uncover new opportunities and make existing business easier.

I have written 12 books including the best-sellers “Hyper-Connected Selling” and "Networking in the 21st Century".  I am also the host of "Beer, Beats, and Business", a podcast that shares my casual conversations with leaders in sales, marketing, and entrepreneurship.

And if you were curious about my nickname, I played the drums in a band for many years.  Though I don't play as much anymore, everyone still uses the nickname I earned back then. So the next time we chat, feel free to call me D. Fish.

If you are looking to leverage LinkedIn, social networking, and traditional human-to-human interaction to win more business, reach out and connect.

For years I thought I was unemployable.

Not in a bad way.  But after almost two decades of running my own show at RockStar Consulting, I didn't think I would fit into a team structure that well.

I'm glad I was wrong!

Over the last year and a half I've loved working with the sales enablement team that Carrie Kretz, and Brooke Huckabee have put together at SAS.  

Having the opportunity to connect and support our team around the globe as they leverage social selling tools like LinkedIn and Sales Navigator has been fantastic.  And even better has been the opportunity to imagine and implement these programs with Becky Brown and Anthony Carlson.

And I must be doing something right, because I get to announce that I've recently been promoted to a Principal Sales Enablement Program Manager.  

So apparently I'm pretty employable 😁 

Thank you to everyone here at SAS - you all have been so welcoming.  And thank you to everyone who helped me in my job search when I realized that it might be time to not go it alone.  

(Especially to you Haney Abdelaziz 🙉🙈🙊 - we're proof that you can meet awesome people and make things happen in the LinkedIn comments section.)

#saslife

Last week I passed 12,000 connections and followers here on LinkedIn.
 
Which I guess is an exciting milestone?
 
I don’t want to downplay it or humblebrag about it. I’m glad that I’ve had a lot of people raise their hand and say they are interested in the content I put out.  I’m grateful that they want to hear what I have to say (depending on what the LinkedIn algorithm will show them 😉).
 
But I’m also not a LinkedIn Influencer (capital I). I’m pretty small potatoes when compared against them. I have friends who play that game, but it’s just not me. 

That brings up a question that I get asked a lot: what is the right size of your LinkedIn network?
 
Usually, when I’m asked that, it’s by people who are afraid that their network isn’t big enough. T hey are nervous about connecting with people they don’t know (normal) or nervous about having to play the “social media game” to get more followers (also normal).
 
So my answer is usually pretty simple:
 
“A few more than you have right now.”

To me, a connection or a follower is simply a seed. It could grow into a mighty oak, a nice flower, or maybe not even anything.
But you have to plant the seed to find out.
 
Opportunities come from reaching out and starting new relationships. That was the key to networking pre-LinkedIn. And it’s the key now.
 
You don’t need 50,000 connections to get value from your network. You don’t even need 5,000. 

Even 500 is enough. (But add a few more to make it easier on yourself.)
 
Every new connection or follower is a new possibility. 

So don’t collect numbers. Collect possibilities. 
 
 Who can you connect with today?
 
 #linkedin #socialselling #socialmedia #networking #deepsales

I'm so grateful for the network that I've built here: each of you is a RockStar in your own right.  A few of the many names that pop up right away.  Heather H. Bennett Catherine Altman Morgan Steve Watt Steve Gilman Todd Caponi Joey Davenport,Andy Crestodina Vincent Gatti Tom Latourette

Small talk is SUPPOSED to be awkward.

That was a realization that I had last week as I was talking to someone about their fears around networking.

They had said something that I’ve heard a version of over and over, “I don’t like to go to networking events around town because it's just going to be a bunch of small talk and it’s always so awkward.”

But here’s the deal:

Small talk is what we call that initial chitchat when we first meet a new person. That chitchat is calibrating you with a new human being that you’ve never met before!

It would be silly to think that it shouldn’t be a bit uncertain and stilted.

▶ The real key that the experts know:

Embrace the awkwardness and move through it as quickly as possible.

It’s not about avoiding the weirdness (I still feel a bit uncomfortable meeting new people). Instead, try to engage meaningfully to move this budding relationship along.

One of the methods I talk about in Networking in the 21st Century is using questions. Get the other person talking about something other than the weather. 

For example. Ask them…

🔔 How did you find out about the event?
🔔 Have you been to this before?
🔔 What goal brought you out today (to deal with all this small talk)?

There are many others you can use. But the key is to dig a little deeper than a conversation about the appetizers.

So whether it’s a trade show floor, an industry conference, or a networking breakfast, don’t let awkwardness stop you.

Just smile and make a little small talk. And then eventually your talk can get bigger!

#networking #networkingworks #conversation #smalltalk

Heather H. Bennett Carolyn Andy Crestodina Mark J. Carter Erich Kurschat Brian Hall Frank Laterza Julie Yusim Tom Latourette Megan Knee

If you are in a sales role and you aren’t using the Sales Navigator Relationship Explorer correctly, you are wasting time. 

I was showing this to an account executive last week and he found a perfect prospect and a possible approach within 30 seconds of researching a new account.

This applies to everyone from enterprise salespeople to entrepreneurs, solopreneurs, and service providers who need to find new business. Because the Relationship Explorer takes advantage of LinkedIn’s data and AI to surface the best paths in when you are looking at a new account.

The key is effective use of the Personas search filters.

Take a moment and create a few of these filters. Resist the urge to put C-Suite in all of them, and instead think about the individuals that you would really like to engage with (and that would be open to engaging with you).

Then, whenever you look at a new account, plug that Persona into the Relationship Explorer and see what comes up. 

Not only will you see the top 8 suggestions that Sales Navigator has for you, it will share possible paths into the conversation. For example, the individual might be new to their role, have a shared connection or Teamlink relationship, have just posted on LinkedIn, or you might share a past employer or organization.

The AE I was talking to uncovered a Head of Data Science (a perfect prospect) who had just started in their role.

A few minutes on their LinkedIn profile uncovered a treasure trove of information that the AE could use to customize their outreach.

This was using a Persona that they had developed for another account, so it took literally seconds.

You won’t always have this homerun, but why not start here and see if you can let the system do the work for you?

#deepsales #salesnavigator #linkedin #socialselling

Becky Brown Anthony Carlson Alexander Beck Anna Roper Sander Huysmans Jori Besteman Alexander Low Amari Gonzalez Tom Latourette


There’s a shortcut I’ve used to build my network. Or rather, a shortcut to building up my value in my network. 

It’s called networking karma.

And you can use it, too. They great thing is that it helps everyone and takes less than 5 minutes. Heck, you can do this once a week and you’ll barely notice a dent in your calendar.

What you do is send an email introducing two people that you know that you think should know each other.

That’s it.

These could be close friends from different parts of your life or two people you met recently. Or someone you met recently at a conference and coworker of yours that you think they should know.

You get the point. The only thing that matters is that you think they would appreciate a conversation with each other. 

There might be some obvious business connection. Maybe they share a hobby, live in the same part of town, have kids the same age, etc. Or maybe you know that both of them are looking to build their networks.

Simply send an email to both. Here’s how to write it:

“Hi Juan and Susan,
I wanted to introduce you to each other.
Juan is (two sentence background).
Susan is (two sentence background).
I think you would enjoy a conversation with each other and might uncover some useful connections. Feel free to grab contact info from above.
Juan, meet Susan.
Susan, this is Juan.
Have a great day!”
***

You don’t have to do anything else. Where they take it is up to them. Maybe nothing will come out of it. Maybe they’ll become close friends, business partners, or coworkers. That’s not up to you.

Your job is to make the introduction.

(By the way, if one of them is very busy or has a prominent role, you can check if it’s OK first. But don’t use that as an excuse to not make any intros).

When you do this regularly, you create a lot of amazing possibilities for people. 

You change your mindset so you’re always looking for introduction opportunities. And you start giving... instead of worrying about what you’re going to get.

And that’s when good things start happening.

That’s networking karma.

#networking #networkingworks #karma #professionaldevelopment

(This is me with Ryan Rhoten who introduced me to Warwick Brown years before we could all have tacos together in Austin. 😂)

Other pros who get the power of networking karma: Heather H. Bennett Dan Horwich Carolyn Joe Fingerhut, Mark J. Carter Tom Latourette Steve 😁 Krull Andy Crestodina

Tough love on a Monday for all of you sellers who want to build more pipeline and close deals here on LinkedIn.

If you aren't actively involved in conversations here on a consistent basis, it ain't going to happen.

If you really want to unlock the potential of the platform, post 10 comments a day on LinkedIn.  Find the posts from your customers, prospects, partners, and colleagues, and chime in.

You can even steal my penny trick. Take 10 pennies, put them on your desk, and with every comment move one over.

⚠ Don't think you have time?  

This will take you, at most, 20 minutes a day.  

If you don't have 20 minutes to build connections and plant seeds with potential business, then talk to your manager or coach about your time management skills or activity prioritization, because they are out of whack.

⚠ Don't know what to say?

You're in sales because you can talk to people in the offline world.  

Pretend you are in a conversation with the person who posted the content and just respond as you would offline.  You don't need AI or automation to do this, and if you do, you might be in the wrong line of work.

Because in the end the goal is to have an offline sales conversation with some of these people.  And AI can't help with that.

⚠ Don't know when to start?

Today.

Becky Brown Anthony Carlson Tom Latourette Frank Laterza Steve Watt Nate Isaacson Robert Knop 

The path to social selling success lies in offline engagement.

I know that it sounds counterintuitive, but the people that are knocking it out of the park when it comes to social selling are the ones that know LinkedIn works best when it is INTEGRATED with offline activity, not ISOLATED from it.

LinkedIn gives us another channel to connect and to cultivate.  

It's a place to keep the conversation going after starting it in the offline world.  Or it's the place to start a relationship that can then be brought into the offline world.

Can you only engage online?  

Sure.

Can you just engage offline?

Sure.

But why do that when the sum of the parts is greater than the whole?

I was in a virtual training session last week with Jennifer Geeting and Ross Alcorn and they were showing some of their recent LinkedIn activity.  That included a post about an upcoming conference in Chicago.

I shouted "Hey, I live in Chicago!  We should meet."  (Well, I shouted it in the chat on the Teams meeting).

So Jennifer and I got to share a few minutes when she was in town.

And the next time we engage here on LinkedIn, the relationship will be a little fuller because we've bridged the online/offline divide.

So this week, ask yourself: What relationship can you bring across channels?

What LinkedIn friend can you have a Zoom call or even offline cup of coffee with?  What prospect could you go visit?

And what offline connection can you engage with here on LinkedIn?

Ya'll get it: Richard van der Blom Brandon Lee Haney Abdelaziz 🙉🙈🙊 Jon Selig Samantha McKenna Anita Nielsen Amari Gonzalez 💯

#socialselling #linkedIntips #digitalmarketing #sales

Networking is the process by which you give yourself the chance to solve a problem in 2 years that you don’t even know you’re going to have.

It’s about building connections and relationships well before you ever have a need.

Too many people wait until they need something before they start networking. 

They wait until they need a new job, more clients, a vendor to solve a business challenge…and then they are behind the 8-ball.

They get desperate.

And desperation isn’t attractive.

To make sure that doesn’t happen to you, put some effort into building your business relationships today.

Not only are you building connections that will help you solve your future problems.

You become the person who can help others solve their problems.

Networking karma is a beautiful thing.

Who can you connect with today?

Send an email introducing yourself or connecting two people you know.  Or send a text to a contact you haven’t talked to in a while.

It was so good to do some networking this week with these fun people... or were we just chatting over a beer? Either way, it was a good time! 

😁 

Carolyn Stephanie Baiocchi, Jennifer Schuman, Brian Hall, Danny Schuman, Mark Bealin, Jr., Prateek Mathur, Jared Gibson, Jake Penne

Mindset.  Skillset.  Toolset.

On my way to an early morning cup of coffee with a good friend and mentor when that popped into my mind. Yes, Brooke, I do think about it all the time.

Those are the three requirements to success in the social selling game (I might expand that to just the selling game in general.)

And right now too many are just doubling down on the toolset part.  

Tools, tools, tools.

First it was the internet. Then the web, then email, then automation, then social, now AI.  And Todd Caponi can take you back even further to even more tool advances like "gasp" the phone.

And yet we're still here having a majority of sellers struggle to hit quota and have companies struggle to hit revenue numbers.

Why?

Because without the skills and the right mindset, new tools just scale meh results.

A tool is simply a way to redirect energy.

So gold in, gold out.

Garbage in, garbage out.

By all means, keep up to date with the latest and greatest tools.  Heck, there are a slew of people here on LinkedIn that will tell you how platforms like AI will transform selling for you...and they'll even sell you their own AI.

But if you aren't investing in yourself and your people, you're going to lose.

#socialselling #technology

Becky Brown Anthony Carlson

“I’m excited when they decline my InMail because at least I got some sort of response.”

That’s not an April Fool’s joke. That’s something an account executive shared with me when talking about how to use Sales Navigator InMails in their sales cadences.

In the early days of LinkedIn, we were excited about using Inmails and digital engagement because it was new and interesting. 

Now it’s just another channel where our prospects and customers are overwhelmed.

They deal with overwhelm the way we all do: ignore it.

Which is why salespeople are excited to even hear a “no thank you” because it’s better than being ignored.

Whether it’s InMail or email, webinars or cold calls, it’s important to understand that the modern buyer is suffering from content fatigue. Your prospect isn’t just waiting around for just one more message that they have to deal with.

Does that mean that you can’t use InMails?

Of course not!

But if you want to be successful, you have to remember the environment that your message is going to live in.

It’s going to be just one more message in the firehose.

It’s going to be another InMail in between a spam outreach from someone who wants to be there “friend” and a pitch slap from another seller.

Your job is to stand out. 

Do everything you can to be relevant when you do get a small slice of attention. Do your research, speak to real issues, and offer the possibility of a valuable outcome.

#inmail #salesnavigator #socialselling #deepsales

Anthony Carlson Becky Brown Alexander Beck Sander Huysmans 

To all my peeps in business development, whether you are an, enterprise AE, entrepreneur or brand-new business owner:

You planted a seed this week that will turn into something good.

You don’t know that yet.

But your efforts now will pay off in the future.

Don’t stress about making it grow faster.

You can’t.

Just keep cultivating it. Give it the water and the light it needs.

In fact, many of the seeds you planted… won’t amount to anything.

That’s not on you.

There are a lot of factors you can’t control.

In fact.

There’s only one thing you can do.

Keep planting seeds.
 
#sales #gardening #salescoaching
 
(Things are beginning to pop. Peppers, cucumbers, brassica, herbs and more. But none of my serrano peppers. Bad seeds – I’m scrambling to get new ones planted. With gardening and sales, you do your best and then hope for a little bit of luck.) 

Almost everyone gets sales contests and gamification wrong.

They don't motivate.

They can only support existing motivations.

So when you try to gamify a social selling program or a create a sales contest around prospecting, it rarely creates outcomes that weren't going to already happen.

The key is to help people uncover their existing motivations, and then build structures that will super-charge those motivations.

I wanted to learn Spanish.

Duolingo started tracking my daily activity.

Now I can't stop.  (HELP!!!) 😂 

#goalsetting #salescontest #discipline

Becky Brown Anthony Carlson

Early in my career, I used to keep my sales leads on 3x5 index cards. I had different color cards for different types of leads. And I would spend lots of time organizing those cards at night, which might seem like a waste of time.

But it meant that when it was a great time to make calls, I could put a stack in front of me and just go through all of them.

Instead of deciding what to do, I would just get in the zone and make one call after another. ☎ 

Let’s fast forward a couple years (OK, a couple decades).

You can do the same thing with digital tools. In fact, here’s the simple 30 minutes on Sales Navigator that will save you 30 hours this year.

Clean up your Lead Lists!

I’ve found that the trick to success is usually in doing the unsexy work. And organizing your Lead lists is definitely not a sexy task. Which is why it usually gets put off.

But when you have a clean and organized set of Lead lists, you can jump into the selling part faster.

You can organize your leads by:

↘ Job function
↘Campaign
↘Timeframe (e.g. quarterly prospects)
↘Account
↘Deal influence (e.g. thought leaders)

Those are just some of the ideas. Use what works best for you.

When you have these lists clear, crisp, and clean, you can also harness the real power of Sales Navigator. You can filter by those lists in the newsfeed, you can track your outreach, and LinkedIn can use its AI to recommend other potential prospects.

Be willing to do the unsexy work up front that is going to help you accelerate your results.

#salesnavigator #socialselling #linkedIn #sales #deepsales

Becky Brown Anthony Carlson Brandi Brooks Davis Alexander Low Marija Lind Kicki Bjorkvall Bas Belfi Tom Latourette

@

What seeds are you planting this week? 

We had an early warm-weather weekend here in the Chicago area, so I was able to get some early gardening in – which means that the first seeds are in the ground (lettuce, kale, and beets).

I’m looking forward to some healthy salads, but it’s going to be a month or so until everything’s ready.

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.

#businessdevelopment #networking #prospecting #connections

Anthony Carlson Becky Brown Nate Isaacson Heather H. Bennett Brandon Lee Ryan Rhoten Steve Gilman Jason Wolf

"People will take a new action if they are know what to do (are competent) and have a reasonable expectation of success (are confident)."

That's the basic idea that I learned as a young sales trainer. My goal was to help the salespeople I worked with gain confidence and competence.

Because then they would execute the skills that I was teaching them.

There are a lot of ways you can get to that confidence and competence. In-person, online, role-playing, studying books, discussions, etc.

But at the core, your job is to make sure the next time they are in a selling scenario they do something differently. It's usually something they've never done before.

Whether that means prospecting, discovery, value-building, closing, or whatever, you want them to try something new. You want them to find that it works (or at least doesn't make their head explode) and then do it again.

Eventually the new behavior becomes habit...and you can help them build the next skill.

But anytime you are in a coaching or training situation, in any field, ask yourself, "What new action do I want the other person to take, and how can I get them to develop the confidence and competence to do it when I'm not here?"

#salescoaching #salestraining #sales #professionaldevelopment #salesenablement

Anthony Carlson Becky Brown Kicki Bjorkvall Brooke Huckabee Natalie Enders Gail Behun Tom Latourette Steve 😁 Krull Erin Potts Samantha Piotrowski

Here’s an unspoken secret that sales orgs need to understand: 

Sales Enablement doesn’t drive change. 

It’s in the title: “Enablement”. 

Not Sales “Motivators”. Not “Drivers”. Not “Doers.”

Sales enablement unlocks the door and creates efficiencies and effectiveness that would otherwise be impossible.

But in the end, sales still owns “the number”.

Enablement and readiness orgs are often tasked with uncovering gaps and developing programs (which they should be doing) and then expected to actually drive the change initiatives...

Uh-uh.

Sales leadership drives change. By defining the outcomes and then working with their teams, they’re the ones that are going to make it happen. They set the expectations, the culture, the priorities. Sellers will only work towards what their managers and leaders tell them to.

I remember seeing a statistic once that 68% of change initiatives fail because of a lack of middle-management buy in.

That means that the front line isn’t putting in the attention and effort to make the change stick.

I get that sales leadership is often (always?) over-extended with too many responsibilities and not enough time. Enablement and readiness teams are there to lend their expertise and relieve some of that pressure.

So use them to HELP drive that change. 

Don't "manage by walking away".

Just like your personal trainer can’t do the bicep curls for you, the front line (reps, managers, and leaders) still has to put the effort in and they can't outsource that.

What do you think?

Gail Behun Dawn Lewis Michelle Johnston Roderick Jefferson Stephanie Benavidez Lori Cook Katrina I. Steve Watt Nate Isaacson

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