It’s difficult to fire people. It’s difficult to do something that you know is going to cause another human being pain. Which is why you should do everything in your power to make certain it is truly your last resort. And you should make sure no one is ever surprised that ...
I think that a rowing team is a great metaphor for business teams. You are all in the boat together, and you need all to ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
Your prospective clients want to know what makes you different. They ask because they want to understand why they should ...
Sales managers often make the mistake of actually making the call for their salesperson when they were supposed to be riding ...
Despite all of our challenges, we humans continue on our relentless upward trajectory. Things just continue to get better ...
This post really belongs in the comments section of the post I wrote yesterday: On the Morality of Value Creating and Value ...
I don’t know anyone that works for Goldman Sachs. Until two days ago, like everyone else, I had no idea who Greg Smith was, ...
“Legal has some issues with your contract.”
There are a lot of people that help and support you at work. They pick up their end of the stick, and they expect you to ...
The most successful people don’t face fewer obstacles than less successful people. They succeed in spite of the obstacles.
There are many demands made upon your time. Your company and your existing clients impose some of these demands. And then ...
You receive the call from a prospective client informing you that you, lucky devil, are being chosen to respond to their ...
There is a powerful paragraph in the introduction to one of my favorite books, Ender’s Game. The book, written by Orson ...
Why don’t you pick up the phone and make cold calls? Is it because you lack the confidence? Is it because you don’t have a ...
You probably don’t do enough prospecting. It’s likely that you are well aware of that fact. If you spent more time ...
While we’re talking about politics, let’s not talk about politics. Instead, let’s talk about the only thing standing between ...
Special Cautionary Note: It’s Super Tuesday here today, so everything is a flutter with politics. I don’t write about ...
I have been thinking a lot about energy. Enthusiasm is contagious. A lack of enthusiasm can come across as a lack of ...
A few days ago I received a call from a journalist. She was writing a story about how one knows that it is time to fire a ...
When you speak or present, it feels like you are giving a lot of energy. You feel passionate and enthusiastic. You believe ...
