I have a love-hate relationship with meetings. When a meeting goes well, there’s nothing better on the face of the earth. Ideas are generated, innovations discovered, people are energized, and the business moves forward. A great meeting is a thing of beauty. Just the opposite is true when a meeting does not go well. You […]
Read MoreThe sales role, unlike any other business profession, is critically dependent on sales 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 […]
Read MoreThis 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 […]
Read MoreThe Oscar for the best picture goes to … Wait, wait, wait. Not them. No, no, not them. The other guys! This year we watched in shock as the biggest blunder in 90 years of Academy Award presentations unfolded in front of 37 million stunned viewers. This mess was brought to us not by an […]
Read MoreThere’s a universal truth about human behavior that most leaders fail to fully utilize. And the truth is this: deadlines drive action. To prove my point, I submit to you three widely divergent but incredibly revealing examples: the IRS, the airline industry, and my children growing up. It’s unlikely that any of us living in […]
Read MoreIt’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 […]
Read More121, 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 […]
Read MoreIt’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 […]
Read MoreChange 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 […]
Read MoreSuperman has superpowers. But Superman has a fatal flaw: he can’t be all places at all times. As a result, a lot of things don’t get done. Really important things, like feeding starving children, keeping airplanes from falling out of the sky, and finding a presidential candidate we can actually support. When you can’t be […]
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