What I Have Come to Believe About Leadership

alt text image of a man looking at a wall with four white arrows and red arrow going the other direction

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...]

My Disclaimer for the Disruptive Age

My Disclaimer for the Disruptive Age

Those of us who write and speak about selling today are often guilty of communicating as if each idea is a universal truth. Most of what we write our broad generalizations. This is what makes them useful. You can understand the idea and use it where it’s beneficial to do so. But … [Read more...]

Four Rules for This Disruptive Age

Four Rules for This Disruptive Age

You want certainty. You want to know that what you are doing is working now and will continue to work in the future. What you really want is a sustainable competitive advantage. But there is no longer any “sustainable” in competitive advantage. The last thing you can expect in … [Read more...]

Being Comfortable in the Gray

alt text image of a gray wolf's eyes

Most things aren’t black or white. They aren't either/or. Most things live somewhere in the middle of a continuum. This is why all generalizations are lies. We like to talk about ideas as if they’re all universals. And there are surely some universal principles that can’t easily … [Read more...]