Powerful Leaders vs. Forceful Leaders
We tend to confuse power with force. Force makes things happen or makes people do what we want. Force generates and must constantly counter resistance. …
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Right people, right challenges, great care and relationships.
Determining How Well Sales People Will Sell
How can we tell whether a sales person will do well? Every sales person has seven sets of assets that determine how well they will sell. These …
The Right-Wrong Trap
We fall into the Right-Wrong Trap whenever we try to convince someone we are right. If we fall into this trap, we will have a …
The Wrong Approach to Marketing That Almost Everyone Uses
There is a wrong way to market ourselves or our company and a right way. The wrong way is to describe ourselves and our product’s …
How to Help When Team Members Struggle
We all struggle from time to time for all sorts of reasons. Though most leaders aren’t trained as therapists, we are all very well trained …
A Leadership Power Tool
Often the greatest gifts we can give another is to listen to them. Just listen and give acknowledgments (nods, “yeses,” and occasional brief recaps of …
Control Yields Crappy Results
To get things done consistently well with a team, the correct flow or equation is Trust → Honest Discussion → Real Commitment → True Accountability → Desired …
Drawing Your Way Out of Procrastination
One of the main causes of procrastination is confusion about what to do next. When we do not know the best next, small, discreet step …
It Is Not What We Say That Matters
Leading, selling, and influencing are not about what we say, our leadership models, our authority, or our unique selling propositions. It’s not the technique. It …
Leadership, Sales, Collaboration and Picking a Place for Dinner
Leading, selling, collaborating, and choosing a place to go to dinner with your partner tonight are essentially the same. They all require understanding what the …