The Value of Being Face to Face: Reflections from an SDSU Event at WD-40

Last month, the Fowler College of Business at San Diego State University (SDSU — my alma mater) hosted an on-site event at WD-40 Company.
Most know WD-40 as one of the world’s most iconic brands in the “all-purpose” mechanical lubricant market.

The gathering brought together a dynamic mix of business and academic leaders, with approximately 90 professionals in attendance.

Here’s a quick summary of the event:

Hot off the Press: SDSU Research and Insights for Business Leaders
Attendees received an exclusive preview of cutting-edge research ahead of its formal presentation at the Academy of Management conference in Copenhagen, Denmark.
The session featured panels led by SDSU’s distinguished professors, addressing today’s critical business challenges, including:

  • Exclusive insights from thought leaders before they hit the global stage.
  • Strategies to stay ahead of emerging trends in management and leadership.
  • Opportunities to network with top industry leaders and innovators.

The topics were timely, insightful, and sparked thoughtful discussions throughout the three-hour session.

However, what stood out to me most was a simple but powerful reminder:
There is no substitute for being face to face.

Virtual interactions serve a purpose, but they cannot replicate the energy, collaboration, and relationship-building that happens in person.
While hybrid work arrangements are part of today’s reality, when it comes to building true business connections — business gets done face to face.

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On The Road Again: Providence, Rhode Island

 

B2B Sales Job Seeker Checklist 

Before you review the Checklist below, does everybody you know understand that you are looking for a job? I’m not saying to bring it up first thing at a birthday party, but you should let people close to you know what you are looking for. And then, get on LinkedIn and make those connections to ALL the people who have crossed your path, business and personal.  Alright, proceed below….. 

1. Understand Yourself, and Where You Want to be 

  • Identify your sales strengths (e.g., prospecting, closing, relationship building) 
  •  Know your industry preferences and company type (S, M, L) 
  •  Understand your career goals: entry-level, account exec, sales manager, etc. 

2. Sharpen the Saw 

  • Understand CRM tools (Salesforce, HubSpot, Zoho) 
  • Develop core skills: cold calling, email outreach, discovery, objection handling 
  • Improve business acumen: learn a P&L, pain points, and the buying processes 

3. Personal Branding & Resume 

  • Craft a clear, results-oriented resume with B2B language 
  • Tailor your LinkedIn profile for B2B roles (highlight sales numbers, achievements) 
  • Gather and post recommendations from colleagues or past clients 

4. Targeting Companies 

  • Identify target industries and regions 
  • Build a list of companies hiring for B2B sales roles 
  • Research each company’s business model, growth, and product offerings 
  • Use Glassdoor/LinkedIn to assess company culture and reputation 

5. Job Application Process 

  • Find the Hiring Manager or a connection to that person. Speak with them FIRST 
  • Apply directly through company sites or via LinkedIn 
  • Reach out to your connections for referrals to Hiring Managers 
  • Track your applications in a spreadsheet or job tracker tool 

6. Practice, Practice, Practice 

  • Be ready to explain your sales process, metrics, and customer stories (if you have experience; if not relevant school curriculum) 
  • Prepare questions for the employer (their customers, team structure, quotas, training, territory) 
  • Refine virtual interview etiquette (camera, lighting, tone, etc.) 

7. Networking 

  • Join industry groups (LinkedIn, Meetup, local business orgs) 
  • Attend webinars or B2B sales events 
  • Consider finding a mentor in B2B sales 

Then comes the offer, and your negotiation to get the best compensation package. Let me know when that happens, I’m happy to help. 

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Your Tipping Point: What made it all work?

John speaks with Selling Powers’ Gerhard  Gschwandtner about the one moment that made it all work for him when starting his sales training organization.

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