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 …
Do You Treat Knowledge like a Stick or a Balloon?
Knowledge is like a balloon but we act as if it’s a stick. The Stick For many of us, learning slows or stops after we’ve …
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 …
What’s My Title?
How can we be leaders without a title (or, without the title we might want to have)? Easy. Solve a problem that others would love …
How Not to Worry About an Upcoming Important Conversation
We can waste a lot of energy worrying about how we will do in an upcoming important conversation (interview, confrontation, pitch, etc.). This happens whenever …
The First Step to Being Powerful in Life and Leadership
To be powerful, our first step is learn to tell it apart from force. The difference is difficult to describe but easy to see. We …
How to Break Out of the Activity Over Results Trap
It’s very easy for us to fall into the “Activity Over Results” trap. In this trap, we unconsciously judge ourselves and others by how much …
Are You the Visionary or the Builder?
In his book, The Hard Thing About the Hard Things, Ben Horowitz reminds us that there are two types of leaders. He calls them, appropriately, …