June 01, 2006ASI's June 2006 Advantages Magazine Features Interview with Grandee-Part One
Part One
Q: Where did you go to college?
A: Medical College of Georgia, graduated Summa Cum Laude in 1980 with a
Baccalaureate of Nursing Science (BSN); Medical University of South Carolina,
Master of Science in Nursing (MSN), 1987. By working with a variety of different
people, I learned the importance of building, nurturing and maintaining
relationships. As my career progressed, I held unique, one-of-a-kind nursing and
hospital administrative positions, with my last position being a combination of a
COO and CNO of a major academic medical center. Effective leadership in those positions gave me the tools
to be an effective executive in sales later in my career.
Q: How did you get started in the industry
A: I relocated in 1995. My ex-husband owned a small promotional products business with fewer than five
employees. The receptionist was unable to come to work one day, so I was asked to come in and answer the
phones. I offered to assist the office manager with some product research and pricing proposals, as I had a
lot of downtime at the front desk. Over time, I became familiar with the products and suppliers and eventually
started making cold calls and selling products. I found I did not really sell products, but ideas. Though I
started in nursing and got into promotional products much later in my career, I have always been in the
business of selling ideas, motivating change and recruiting talent to see those ideas come to fruition.
Q: What motto do you try to live by?
A: Do what you say you will do, on time, and you will be wildly successful.
Q: What’s your biggest selling challenge?
A: Staying abreast of all available options and products out there.
Q: What’s so great about a career in sales?
A: You can be as busy as you want to be, and your success is self-directed.
Q: What’s the best advice anyone has given you?
A: Don’t be afraid to be different or to do things differently.
Q: What makes you successful in sales?
A: My creativity, and I have never missed a deadline.
Q: What do you do to improve your selling skills?
A: I attend national trade shows of ASI and PPAI, read trade publications incessantly, attend leadership and
sales seminars, and network among other professionals at local and statewide events and meetings.
Q: What was your biggest order screw-up and what did you learn from it?
A: I once reversed product numbers when ordering 400 zippered, leather padfolios for a customer, and I
ended up with 400 non-zippered leather padfolios and had to absorb a majority of the cost myself. Now I
double-check all purchase order details carefully! Because I have such good relationships with my clients,
including this one, they offered to buy half of the wrong product ordered at a reduced price. I gave the
remaining balance to this client.