Greensboro, North Carolina, United States
4K followers 500+ connections
Greensboro, North Carolina, United States
4K followers 500+ connections
View mutual connections with John L.
Welcome back
By clicking Continue to join or sign in, you agree to LinkedIn’s User Agreement, Privacy Policy, and Cookie Policy.
New to LinkedIn? Join now
or
By clicking Continue to join or sign in, you agree to LinkedIn’s User Agreement, Privacy Policy, and Cookie Policy.
New to LinkedIn? Join now
View mutual connections with John L.
Welcome back
By clicking Continue to join or sign in, you agree to LinkedIn’s User Agreement, Privacy Policy, and Cookie Policy.
New to LinkedIn? Join now
or
By clicking Continue to join or sign in, you agree to LinkedIn’s User Agreement, Privacy Policy, and Cookie Policy.
New to LinkedIn? Join now
Join to view profile
East Carolina University - College of Business
Wake Forest University - Babco*ck Graduate School of Management
Company Website
- Report this profile
No more previous content
-
Contact John L. for services
Change Management, Executive Coaching, Pricing Strategy, Business Consulting, Training, Public Speaking, Educational Consulting, Management Consulting, and Customer Service
No more next content
Business Info
- Services offered
-
- Change Management
- Executive Coaching
- Pricing Strategy
- Business Consulting
- Training
- Public Speaking
- Educational Consulting
- Management Consulting
- Customer Service
- Work preference
- In person or remote
- Receive free inquiries
- I accept direct messages and business inquiries by anyone on LinkedIn for free, even if we’re not connected. Learn more
About
With over 30 years of experience in sales, marketing, and leadership, I have a passion…
Welcome back
By clicking Continue to join or sign in, you agree to LinkedIn’s User Agreement, Privacy Policy, and Cookie Policy.
New to LinkedIn? Join now
Articles by John L.
-
I will rise earlier than the sun...
I will rise earlier than the sun...
By John L. Chapman
Sep 5, 2017
-
Professional Sales: How Academia and Industry need to collaborate
Professional Sales: How Academia and Industry need to collaborate
By John L. Chapman
Jun 14, 2016
-
The Value Selling Equation
The Value Selling Equation
By John L. Chapman
Apr 11, 2016
See all articles
Contributions
-
What do you do if a potential customer rejects your sales pitch?
Ask for feedback, people buy when they are ready, willing, and able. Find out if they were ready, was it too early in the buying cycle? Were they willing? Did you create enough value? Were they able? Did they have the resources? Did they have the buying authority? Be gracious and thoughtful when asking these questions.1 Upvote
-
How can you identify the sales coaching services that provide personalized feedback and guidance?
Sales Strategyis often overlookedand treated as an afterthought when executing the corporate strategy. When I collaborate with clients, I ask, 'What are your goals, and what are your prospects' goals?' More often than not, there's a disconnect between what they sell and how they sell it. With my 30 years of experience in leading sales teams, I've learned that value is either captured or destroyed in the market. Having the right people performing the right activities is crucial, guided by a competent sales leader. Sales strategy isn't a static or one-dimensional concept. My role with clients is to foster a culture of Sales Leadership, empowering the team to deliver value.Upvote
-
You’re a sales manager who wants to improve performance. What are the most popular analysis tools?
Sales organizations need to apply the 80/20 principle to their customer list. 80% of the revenue comes from 20% of your customers. When I work with companies, I do a multi-dimensional exercise called "We want to date them, and "They want to date us." Once the exercise is completed, the customers are segmented into STRATGIC, INVEST, STATUS QUO, or MILK. I worked with a company with over 100 customers and, at the time, was losing $1.25M in EBITDA. Flash forward, for those customers that fell into the MILK and STATUS QUO quartile, they gave them price increases or fired them. A year later, they had 42 customers, grew revenue by 28%, and made $2.1M in EBITDA. Doing this exercise yields significant results.Upvote
-
How can Sales Coaches help clients overcome negative self-talk?
When the time comes to make the call, don't hesitate. Remember, "You miss 100% of the shots you don't take." ~Wayne GretzkyIf you "believe" that your product or service offers the right solution to a problem, embracing the possibility of rejection is the first step toward your transformation. Instead of 'no,' see it as 'next.' Each rejection is a step closer to the 'yes' that paves the path to your success. Visualize it: The more 'next' you collect, the closer you edge toward your ultimate 'yes.'Moreover, remember that in sales, you serve. Each call is an offer of service, an opportunity to aid clients in solving their problems. Shift the focus from personal to helpful, from selling to serving.Upvote
-
You're a sales director looking to improve your team's performance. What are the best coaching tools for you?
Sales is a contact sport, and as a sales manager, I find myself in the referee's shoes, watching the game unfold, hyper-focused on my coaching strategy. The game plan was set - a structured list of activities that, if mastered by my team, promised victories in the form of closed sales and cleared pipelines. I'd meet with the team each week, always keeping our agreed playbook: execution was the key, and no day was the same.What is working?What is not working?What have you learned, and how will you adjust next week?Sales is more akin to a game of chess. Each move requires strategy and forethought. My coaching was there to guide, pivot, redirect, and be ready for when stuff inevitably went sideways.Upvote
-
You’re a sales manager who wants to improve performance. What are the most popular analysis tools?
Investing in your sales team's skill set is more than just necessary. It can be the critical edge that propels your business ahead of the competition. A strategic, data-driven analysis of your team's performance metrics can reveal opportunities for enhancement. I am currently working with a company that looked at qualified leads in the pipeline; the deal/win ratio needed to be higher. Once we did a deeper dive into the metric, we found we needed to qualify better in the initial interaction. This shift led to a significant increase in the conversion rate, showcasing how granular tracking and proactive adjustments can lead to a healthier bottom line.Upvote
Join now to see all contributions
Activity
-
Serving on AMA DocSIG has been a highlight of my years as a doctoral student. If you’re a doctoral student I encourage you to apply for one of the…
Serving on AMA DocSIG has been a highlight of my years as a doctoral student. If you’re a doctoral student I encourage you to apply for one of the…
Liked by John L. Chapman
-
Exciting commencement celebrations this weekend at Wake Forest University. Congratulations to all of our 2024 graduates and their families and…
Exciting commencement celebrations this weekend at Wake Forest University. Congratulations to all of our 2024 graduates and their families and…
Liked by John L. Chapman
-
Today is a special day for GE and our employees, who throughout many years built an iconic company, following the leagacy of outstanding leaders…
Today is a special day for GE and our employees, who throughout many years built an iconic company, following the leagacy of outstanding leaders…
Liked by John L. Chapman
Join now to see all activity
Experience & Education
-
East Carolina University - College of Business
******** ** ******* ** ***** **********
-
** ******* *****
***** *** ************* **********
-
*****-***
*********
-
**** ****** ********** - ******* ******** ****** ** **********
*** **********
-
-
********** ** ***********
** *******
-
View John L.’s full experience
See their title, tenure and more.
Welcome back
By clicking Continue to join or sign in, you agree to LinkedIn’s User Agreement, Privacy Policy, and Cookie Policy.
New to LinkedIn? Join now
or
By clicking Continue to join or sign in, you agree to LinkedIn’s User Agreement, Privacy Policy, and Cookie Policy.
Licenses & Certifications
-
Greenhouse Gas (GHG) Accounting
Carbon Solutions, the consulting arm of the International Carbon Bank and Exchange
Issued
Volunteer Experience
-
Chairman of the Board
Junior Achievement of Central North Carolina, Inc.
- 1 year
Education
The national Junior Achievement organization was founded in 1919. Our office opened in 1965 with the help of nearly three dozen local business leaders who saw the need for entrepreneurs and schools to partner to better prepare students to be active citizens and workforce members. Since then, our organization has grown from offering an after-school program in Guilford County to offering hundreds of classroom-based financial literacy and economics education programs in six counties - Forsyth…
The national Junior Achievement organization was founded in 1919. Our office opened in 1965 with the help of nearly three dozen local business leaders who saw the need for entrepreneurs and schools to partner to better prepare students to be active citizens and workforce members. Since then, our organization has grown from offering an after-school program in Guilford County to offering hundreds of classroom-based financial literacy and economics education programs in six counties - Forsyth, Alamance, Guilford, Montgomery, Randolph and Rockingham.
At Junior Achievement, we give young people the knowledge and skills they need to own their economic success, plan for their future, and make smart academic and economic choices. Our corporate and community volunteers deliver relevant, hands-on experiences that give students from kindergarten through high school knowledge and skills in financial literacy, work readiness and entrepreneurship. JA programs empower students to make a connection between what they learn in school and how it can be applied in the real world – enhancing the relevance of their classroom learning and helping them stay in school.
Publications
-
Sales Leadership
Kendall Hunt
My co-authors and I wanted to write a book on "What I would have liked to have known when I stepped into sales leadership?" Going from an individual sales contributor to sales leadership was a challenge. This textbook gives you tools and frameworks to be an effective sales leader. Even if you do not go into professional selling, this book will provide you with resources to be a leader. The textbook combines theory with practical skills for success in sales and leadership. It covers the…
My co-authors and I wanted to write a book on "What I would have liked to have known when I stepped into sales leadership?" Going from an individual sales contributor to sales leadership was a challenge. This textbook gives you tools and frameworks to be an effective sales leader. Even if you do not go into professional selling, this book will provide you with resources to be a leader. The textbook combines theory with practical skills for success in sales and leadership. It covers the importance of effectively engaging with both internal and external stakeholders. Buyers, sellers, CEOs, CFOs, entrepreneurs could benefit from this book, even your personal life. When I was a young seller, my boss Wally Spoerlein told me after a great sales call, "Now I have to go home and sell."
Sales leadership is all about results. You need to set clear, measurable targets for your team and hold them accountable for achieving them. But more than that, you need to celebrate their successes and learn from their failures. Sales can be a challenging and competitive field, and as a leader, you need to be resilient and focused on the end goal.
In summary, sales leadership is about being a coach, mentor, strategist, and motivator all rolled into one. It's about creating a culture of success, driving results, and leading by example. It's a challenging job, but it can be gratifying with the right skills, attitude, and mindset. If you're passionate about sales and want to take your career to the next level, sales leadership is worth pursuing.
See publication
Honors & Awards
-
SoCon Award
SoCon Conference
Work on development of The North Carolina Sales Institute
-
Hall of Fame
Trinity Pawling School
Soccer
-
Hall of Fame
Trinity Pawling School
Baseball
-
President's Alumni Club
Wake Forest University
-
Consumer Hardware Presidents Club Award
Stanley Works
Presented for excellence in sales performance
Recommendations received
- Bryan Wynns “John is an outstanding instructor, leader, and mentor. Over the past three years, he’s done all three of those things with my son, Hunter. John’s passion for sales and the mission of the North Carolina Sales Institute (NCSI) carries through to his students. Thanks to John and the NCSI, Hunter learned sales skills that took me years to acquire. With an NCSI sales certificate in hand, Hunter had his pick of various first-rate sales and marketing internships during his college career and landed after college full time employment with a Fortune 500 company before the end of the fall semester of his senior year. John and the NCSI are truly developing tomorrow’s sales leaders. His is a unique program and one I would highly recommend to current and future sales and marketing professionals.”
-
LinkedIn User
“A leader with wisdom, character and strong mass channel focus who is continually proactive and on the front lines of the battle. A big picture professional who owns the details and drives them forward to achieve success - all done upon a consistent bedrock of integrity. Operating upon a global platform with intensity and entrepreneurial vigor, John Chapman is a rare talent and a gentleman to be admired.”
8 people have recommended John L.
Join now to view
More activity by John L.
-
This past Friday, the #TPcommunity gathered in All Saints’ Chapel for our beloved Stepping Up Ceremony, celebrating the boys’ many academic…
This past Friday, the #TPcommunity gathered in All Saints’ Chapel for our beloved Stepping Up Ceremony, celebrating the boys’ many academic…
Liked by John L. Chapman
-
Congratulations to our amazing team members on their well-deserved promotions! 🎉👏 Rebeccah Davis - Ecommerce Manager, Emily Flynn - Digital…
Congratulations to our amazing team members on their well-deserved promotions! 🎉👏 Rebeccah Davis - Ecommerce Manager, Emily Flynn - Digital…
Liked by John L. Chapman
-
Beat the heat this summer! Keep your friends and family cool with iFLO.
Beat the heat this summer! Keep your friends and family cool with iFLO.
Liked by John L. Chapman
-
Last week, this leadership team and others worked hard getting stores back online to support customers in need! #HoustonTX. very good work!!!
Last week, this leadership team and others worked hard getting stores back online to support customers in need! #HoustonTX. very good work!!!
Liked by John L. Chapman
-
Happy Friday, everyone! Endorsem*nts, reviews and testimonials go a long way in sales - they are often the biggest tipping point for someone…
Happy Friday, everyone! Endorsem*nts, reviews and testimonials go a long way in sales - they are often the biggest tipping point for someone…
Liked by John L. Chapman
-
Great day supporting Special Olympics Rhode Island with the Navigant Credit Union team! #fanzone #sori
Great day supporting Special Olympics Rhode Island with the Navigant Credit Union team! #fanzone #sori
Liked by John L. Chapman
-
🚀 Unlock the Power of Systemized Marketing!Ever wondered why some businesses seem to skyrocket while others struggle? The secret lies in their…
🚀 Unlock the Power of Systemized Marketing!Ever wondered why some businesses seem to skyrocket while others struggle? The secret lies in their…
Liked by John L. Chapman
-
Thanks to Fox 8 for sharing the good news about Action Greensboro's 2024 Talent and Workplace Survey... and an exciting new phase of Boomerang GSO!
Thanks to Fox 8 for sharing the good news about Action Greensboro's 2024 Talent and Workplace Survey... and an exciting new phase of Boomerang GSO!
Liked by John L. Chapman
-
NC showing up strong on list of US cities with highest move-ins in 2023. And nice to see Greensboro on this list at #20!https://lnkd.in/g22ZE2t4
NC showing up strong on list of US cities with highest move-ins in 2023. And nice to see Greensboro on this list at #20!https://lnkd.in/g22ZE2t4
Liked by John L. Chapman
-
One week from today, we'll officially kick-off our Summer 2024 Campus Greensboro Fellows Program! We can't wait to bring everyone together for a…
One week from today, we'll officially kick-off our Summer 2024 Campus Greensboro Fellows Program! We can't wait to bring everyone together for a…
Liked by John L. Chapman
-
Fidelity Bank Volunteers were phenomenal today at Cone Elementary! Thank you for joining the Junior Achievement mission! These early elementary…
Fidelity Bank Volunteers were phenomenal today at Cone Elementary! Thank you for joining the Junior Achievement mission! These early elementary…
Liked by John L. Chapman
-
Reminder: Advanced planning is critical when thinking about business succession. #successionplanning #familybusiness #smallbiz…
Reminder: Advanced planning is critical when thinking about business succession. #successionplanning #familybusiness #smallbiz…
Liked by John L. Chapman
-
Twenty students will step onto #ECU's campus this fall as the second class of Brinkley-Lane Scholars. 💜The recipients will receive a fully funded…
Twenty students will step onto #ECU's campus this fall as the second class of Brinkley-Lane Scholars. 💜The recipients will receive a fully funded…
Liked by John L. Chapman
View John L.’s full profile
- See who you know in common
- Get introduced
- Contact John L. directly
Sign in
Stay updated on your professional world
Sign in
By clicking Continue to join or sign in, you agree to LinkedIn’s User Agreement, Privacy Policy, and Cookie Policy.
New to LinkedIn? Join now
People also viewed
- Joey Cuellar Inside Sales Manager at Hyster-Yale Group Greenville, NC Connect
- Rodney Bonilla Future Sales Manager Greenville, NC Connect
- Michael Harris Interim Dean, College of Business Ayden, NC Connect
- Tracy Whitmire General Manager with Stevenson Hendrick Mazda Wilmington, NC Connect
- Alex Ogle President- Paradygm Consulting Mooresville, NC Connect
- Dan Dehass Greater Wilmington Area Connect
- Jake Sblendorio Bachelor of Science in Business Administration, Management Greenville, NC Connect
- Amelia Jones 1% better every day! Student, Athlete, Sales/Marketing Intern, Bartender, Server Charlotte, NC Connect
- Abby Gelband New York, NY Connect
- Lasse Palomaki I help college students and interns stand out from their peers | Associate Director of Career Services for Alumni | Lecturer | Interested in a workshop for your students, interns, or career services staff? DM me! Greensboro, NC Connect
Explore collaborative articles
We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.
Explore MoreOthers named John L. Chapman
1 other named John L. Chapman is on LinkedIn
See others named John L. Chapman
Add new skills with these courses
- 34m Coaching in Action for Leaders and Managers
- 1h 10m Sales Leadership: Building a Thriving Coaching Culture
- 8m The Coaching Habit (getAbstract Summary)
See all courses
