Blog Articles

How to Win the Morning: The CEO Solution

There she sat across the table from me. Frazzled, frustrated, and utterly exhausted. This gifted, passionate leader had been the CEO of her company for only a few months, but she was already running on empty. And wondering … Wondering if the role was right for her. Wondering if she had what it takes to […]

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Four Fatal Sales Coaching Flaws

The sales role, unlike any other business profession, is critically dependent on coaching. Successful selling today, much like playing a round of golf, has dozens of intersecting challenges that make it difficult to do well. That’s why the best golfers, and the best sellers, have great coaches who help them get to the top of […]

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Executive Presence. Got It? Get It!

This is not a joke. Two leaders walk into a bar. The one, without saying a word, attracts the attention of every person in the room. The other disappears into the woodwork, or is avoided at all costs. Why? Executive presence. Executive presence is the sense of confidence and connection a leader brings to every […]

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How to Read Like a CEO

It’s not true because it rhymes, but its rhyme helps us remember the truth. And the truth is this: leaders are readers. That is, effective leaders are extensive readers. Why is this true? Because reading forces us to think. Really think. It compels us to consider different—sometimes radically different—perspectives. And reading provides us an inexhaustible […]

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The Email Workflow Matrix. You’re Welcome.

121, that’s the amount of email business professionals send and receive in an average day, according to the Email Statistics Report published by the Radicoti Group in 2014. That number’s not going to decrease any time soon. Radicoti researchers forecast the amount of email sent or received in an average business day will rise to […]

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The One Question NEVER to Ask in Sales 

It’s the one question never to ask in sales. Not that it’s a bad question. In its day I’m sure it was quite serviceable. Perhaps, even, insightful. But not any more.  Ask this question and you’ll get rolled eyes and blank stares. You’ll look like every other sales leach prowling the planet, and you won’t […]

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Killing Change: Four Deadly Decisions

Change or die. That’s what the bumper sticker said on the car in front of me. As stark as that statement may seem, it’s been my experience from over a decade of working with organizations both large and small, the latter is preferred over the former. Not that anyone would it admit it. No respectable […]

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