🌟 Speaker Spotlight: Greg Griswold | Lamar Advertising

“Persistent and consistent.” That’s how Greg Griswold describes his 40-year career in commission-based sales; including 26 years working remotely for Lamar Advertising, the largest outdoor advertising company in the U.S.

A Tri-Central and Ball State grad, Greg shared how being an introvert in sales has worked to his advantage:

“I build a rapport with my customers based on trust. I do what I say and I say what I do.” That philosophy has fueled decades of repeat business.

Greg is a Senior Account Executive for Lamar’s northeast Indiana region, covering Fort Wayne, Monticello, Kokomo, Muncie, and all up the east side of the state.

Lamar, founded in 1902, now has ~3,300 employees, ~366,000 structures and $2.2B in annual sales, and they operate in every state across America.

He shared key insights on sales and communication every CEO student could apply:
📈 80% of all sales happen after the 5th call — but only 10% of people keep calling after the 3rd call.
🗣️ Communication matters: verbal, nonverbal, written — and most importantly, listening.
💬 “Salespeople love to hear themselves talk, but listening is just as important. Listening builds trust.”
💡 “My market is abundant — I don’t get attached to any one sale.”
📅 And above all: Follow up. Always.

Thank you, Greg, for reminding us that integrity, consistency, and communication are the foundation of success — in sales and in life.