The Leadership Playbook: Execute Before Change

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New leaders often believe that they need to immediately make change. Some believe that the faster they change things the better their results. Other leaders believe the more they change things the better. Sometimes change is necessary, and sometimes fast change is what's needed. … [Read more...]

The Leadership Playbook: Relentless Accountability

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I watched an interview with Jamie Dimon, famed CEO of Chase. The interviewer had heard about a list Dimon carried with him in his pocket. It was handwritten, and he carries it with him at all times. The list is pages long, and it is a record of everything that any of his direct … [Read more...]

Weak Managers Focus On More Activity

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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...]

What I Have Come to Believe About Leadership

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Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You see new patterns. Here are four beliefs about leadership that I have developed over the years. I … [Read more...]

Before You Take Another Bite

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Four years ago you introduced a new sales process at your sales kickoff meeting. You certified all of your salespeople in the new process. Everyone was excited, and the new process was all anyone—especially leadership—could talk about for months. About three months. The year … [Read more...]

Make This Go Faster

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The fastest way to improve your number is to help your clients and prospects make the improvements that they need to make. The fastest way to help them do that is by developing yourself, especially your business acumen and situational knowledge, so that you know how to make a … [Read more...]

Why I Write What I Write

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I write about caring because I believe it lies at the heart of trust and relationships. In the end, you are going to measure your life by your relationships, including your relationships at work and with your clients. I write about value creation because I believe that we have a … [Read more...]

Your Three Major Outcomes

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. We tend to overestimate how much work we can do in a short period of time. We … [Read more...]

Why Your Operations Team Struggles and What To Do About It

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There are three reasons your operations team struggle to give your clients what they want. The biggest reason your operations team struggles to give your clients what they want is because your clients can't have what they want the way they want it. Your people can get them … [Read more...]

Just Stop It

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Just stop it. Just stop believing that the new thing will solve the old problems. Prospecting has never been easy. Acquiring new opportunities is challenging even in the best of times. If by chance you happened to sell a product in hot demand and your clients beat a path to your … [Read more...]