Questions for the End of Quarter

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End of quarter. I know. Is Your Problem Above the Funnel Do you have enough hunters? Are you giving them enough time to hunt? Or are your hunters really farmers? Do they do more order taking than they do opportunity creating? Do you have a hunter’s culture? Do you emphasize, … [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...]

How to Make Your Number (A Note to the Sales Leader)

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If you want to reach your big goal as a leader, here is the recipe. It’s simple, but it isn’t easy. Start with hiring: Field the very best team you can. There isn’t anything that is going to help you more than starting with good people who care about and take pride in their … [Read more...]

What A Leader Must Do

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Vision. Mission. Purpose. Then these: A leader must believe there is a way. Strategy is nothing without belief. And if you don't believe, no one else will. A leader must be a teacher. A leader teaches business, teaches values, teaches strategy, teaches empathy, teaches … [Read more...]

On Leaders and Culture

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Culture is what takes over when leadership and management isn't around. Culture is what takes over in those moments of truth, when a decision makes a difference--for good or for ill. Culture is what happens when the organization's real values are brought to life in the actions … [Read more...]

On The Power of Being Nice

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I’m not suggesting that you can’t be demanding. I’m not even remotely suggesting that you shouldn’t have knock down, drag out productive disagreements. And, I’m not intimating that you should be a softie, a cupcake, a cream puff, or that you should let anyone walk all over you … [Read more...]

Your Goals Are Your Own

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Your strengths are different from your competitors. So are your weaknesses. Even though you sell exactly the same thing, many of your processes are different. You have different capabilities and different limitations. You produce different results, sometimes markedly … [Read more...]

Legitimacy and Lack of Consensus

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Note: This is not a political post. If your comments reveal your politics, I’ll most likely delete them. This post is about learning from what you see around you. The following statements are indisputable facts, not my political opinion. The Affordable Care Act (or Obamacare) … [Read more...]

The Power In Knowing How To

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Strategy is important. So is vision. You know where you want to take your team. You know what results you need to achieve. And you know how you intend to compete and win in your markets. Leaders love to talk strategy, vision, and meaning. What they often spend too little time on … [Read more...]

Dispelling Four Delusions (A Note to the Sales Leader)

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The allure of the magic bullet is a strong force. At times, it’s overwhelming, irresistible. The idea that there is an easy answer to a difficult question is a delusion. Here are four magic bullet answers that are really delusions. Believing Headcount Equals Growth: Adding more … [Read more...]

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