We Need New Truth
Truth is what we say it is. We leaders need this newer definition of truth. The old way is ruining things. Thinking of truth in …
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Right people, right challenges, great care and relationships.
Output or Outcomes
Most of the time we judge people’s performance on the job by their throughput: How much are you getting done? How early did you come …
Say Why, Ask Why
To get better at anything at work or home, say out loud why you want to. Upon hearing ourselves, we will be very much more …
Impostor
The more time we spend worrying or wondering whether we are good enough to handle any given situation, the less time we have to be …
Must There Be Losers?
Leadership, sales, and influence are really the same thing: a process for having people come to agree on who will do what, when for mutual …
Sharpen Your Market for Fun and Profit
There is a huge temptation to say, “Our target market is everybody.” After all, the bigger our market, the more opportunity, and the more likely …
Leading and Selling By The One Thing That Motivates Us All
To lead and sell better, we want to know what motivates our teams and clients. Luckily, we can boil down anything anyone says they want …
Fundamental Attribution Hearing
Reasons people don’t listen: Our approach feels bad to them. They don’t see how what we have to say connects to what they care about …
A Mini Rant About Sales
I recently read someone’s description of a salesperson. Salespeople, they said, “have the ability to position a product or service in a way that makes …
Why Pushing Your Solution Isn’t The Solution
Push your solution and you may get it. If you do, it likely will fail to be as good as it could have been. This …