11 Observations on How Groups Decide to Change

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People have a tough time deciding to change. Until they don’t. When their dissatisfaction reaches threshold, they make the decision to change very quickly. It is difficult for groups to make decisions. The more dysfunctional the group, the more difficult it is to gain … [Read more...]

Moving from the Spreadsheet to Irrational Logic

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Logic is a powerful tool. With the development of our massive neocortex we have the ability to use logic instead of emotion alone. This trend begins with the Greeks and goes right on through the Age of Reason to where we are today. Most of the time we believe that logical … [Read more...]

Why the Universe Is Ignoring You

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I love the movie The Secret. There is definitely something to the Law of Attraction. I’ve seen the law work for longer than I have been aware of the idea. If what you put out is negative, what comes back is equally negative (and sometimes even more negative). If what you put out … [Read more...]

The Hustler’s Playbook: Hustlers Value Themselves

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There is a psychological phenomenon called impostor syndrome. When someone manifests impostor syndrome, they feel that aren’t worthy of the position in which they find themselves. They run from success because they fear being found out. What if they’re not really that good? What … [Read more...]

On Relationship Hygiene

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The word hygiene means keeping things clean so that they remain healthy. You have to invest time in relationships if you want to maintain them, if you want to keep them clean. Trust and Commitments The foundation of all relationships is trust. Without trust, you don’t really … [Read more...]

Old Habits Die Hard

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You really want to stop procrastinating, turn off the distractions, and do the work of opening new relationships (or prospecting, if you prefer). But you’ve caught yourself—again—inbox and browser open, attention somewhere else. You want to stop trying to go too fast for your … [Read more...]

Recognition and Gratitude (A Note to the Sales Leader)

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We tend to believe that the greatest levers we have to pull when it comes to improving salesforce performance are things like compensation structures and bonuses. And compensation is surely a critical component when it comes to building a high-performing sales organization. But … [Read more...]