Weak Managers Focus On More Activity

alt text image of a weak link in a chain

There are no outcomes without activity. But the right outcomes require the right activity. “More activity” is the answer a weak manager uses when they need better results. It’s easier to demand more activity than it is to determine the real outcome you need, determine the “right … [Read more...]

Episode 28 – On Turning Adversaries Into Allies with Bob Burg

alt text image of the book cover for Adversaries Into Allies

What can I say about Bob Burg that you don't already know from having read The Go Giver? I can tell you that I am happy to call him a friend and a mentor. I invited Bob back into the arena to share some ideas from his new book, Adversaries Into Allies: Win People Over Without … [Read more...]

In the Right Dosage

alt text image of a woman taking too much medicine

When you are sick, medicine can help. But first it has to be the right medicine. And second, you have to take the medicine in the right dosage. Advice on how to sell better is the same. You hear a lot of advice about the value of social media. Personally, I’ve benefited … [Read more...]

Sales Is a Numbers Game (But Not the Numbers You Think)

alt text image of numbers

“Sales is a numbers game,” they say. Then they propose that, “if you want better numbers, just make more calls.” And when low activity is the problem, this might be a reasonably good answer. But most of the numbers that really matter aren’t captured in any format in which a … [Read more...]

Start Being Honest With Yourself

alt text image of the word truth

If you want to make massive improvements in your results in business, in sales, and in life, the fastest way to get there is to be brutally honest with yourself. Start with this: If you are the source of your success why are you not also the source of your failures? We believe … [Read more...]

An Open Letter to Luddites: Master the New Technologies Or Else

An Open Letter to Luddites: Master the New Technologies, Or Else

Imagine a delivery driver at the beginning of the 20th century. He delivers goods using a horse and carriage. His company scratches together the money for an automobile. But the delivery driver refuses to use it, saying, "I don't want to learn to drive one of those things. What's … [Read more...]

On Working Hard and Effectiveness

On Working Hard and Effectiveness

Sometimes success requires that you work harder. But the fact that you are working hard doesn’t mean you’re necessarily working. Your work is about achieving certain outcomes, not about being impressively busy. You can work really hard and still not get anything done. You can … [Read more...]

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