Jenean manages an enterprise sales team for a rapidly growing technology company. She sits in Seattle with half of her team selling out of the Seattle office. The other half of her team, however, sells out of a Boston office, and one of her sales reps works in London. This is not some rare occurrence. […]
Read MoreOne of the favorite things my wife and I like to do together is try out a new brew pub. We live in the Pacific Northwest, and a new microbrewery seems to pop up every week, so there’s no lack of options to explore. A few weeks ago we were sipping beer (Okay … she […]
Read MoreWalk into any mall in any city in America and you’ll be confronted with a dizzying array of things to buy. Clothes, shoes, jewelry, furniture, watches, computers, televisions, and enough food to feed an army (or two or three or four). Try to buy everything that catches your eye, and you’ll soon end up broke […]
Read MoreIt started with an earthquake. Then came the tsunami. A giant 50-foot wave overwhelmed the seawall at the Fukushima Power Plant and flooded generators cooling the cores. In rapid succession, three nuclear reactors melted down. That tragic event happened five years ago this month. Thousands lost their lives and the worst nuclear disaster since Chernobyl […]
Read MoreThere 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 […]
Read MoreIt’s not enough to just be in business. There may have been a time when that was enough (maybe), but not anymore. To just be in business means that you just provide a job to your employees, just provide a product to your customers, and just provide shelf space to your vendors. The problem is, […]
Read MoreClassic sales dogma says this: ABC. Always be closing. If you’re still following that acronym, please stop. Now. You’re ruining sales for the rest of us. Replace it with this: ABG. Always be giving. ABG Versus ABC Here are four critical differences between ABG and ABC: Always be giving starts by providing important, valuable information […]
Read MoreThere it is: the blank screen. Staring at you. Mocking you. Daring you to write something that will actually be read. Daring you to write something that will be taken seriously and acted upon. It may be an email, a report, a letter, a blog post, or any one of a dozen forms of written […]
Read MoreI’m standing atop a tall building. We walked past the “Danger” and “No Public Access” signs—written in red with big, bold letters—ignoring them like playground children. My feet feel the hard edge of the rooftop line, below me open air. “Trust me, just jump,” words whisper in my ear. “Trust me …” And then I […]
Read MoreWe’re sitting in the third waiting room of the day. The first was not like a waiting room at all. Its high ceilings, ceramic tile floor, and overstuffed chairs felt more like the foyer of a fancy hotel than the entranceway of a hospital. The second waiting room, with a sign marked “Radiology” hanging above […]
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