Why Change Is Difficult

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Change is more difficult than you believe. Having an intellectual understanding the reason something needs to change isn’t enough. An emotional need to change is necessary and more powerful. Change is psychological. You first have to have a shift in your mindset, your personal … [Read more...]

30 Questions To Inform Your Sales Plan

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Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing. Do you have dream client targets? Do you have a plan to engage them? Is this plan a … [Read more...]

7 Tests for Your Value Proposition

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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. You want your value proposition to compel your dream client to take action? … [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...]

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...]

On Unhealthy Shortcuts

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Very few shortcuts are healthy (here’s one). Most are an attempt to get results now without having to pay the price for those results. There is no shortcut to exceptional health. You have to do all of things that lead to exceptional health, like getting enough sleep, making … [Read more...]

May I Have Your Attention, Please?

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People can tell whether or not they have your full attention. You may think that you can fake it, but you can’t. You may believe that because you are on the telephone, invisible to the person with whom you’re speaking, that they won’t know that your mind is really somewhere else. … [Read more...]

A Lack of Business Acumen on Both Sides

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Salespeople need to be good business people. Why? Because business acumen is the new sales acumen. You don’t create value by overcoming objections but by resolving concerns. You don’t create value by pitching features and benefits unless they are finely crafted pieces of your … [Read more...]

11 Observations

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If you are going to be successful, you are going to have to work with people with whom you disagree. The more effectively you can do so, the better leader you become. The fastest and easiest way to get what you need from somebody is to help them get what they need. What they … [Read more...]

How to Measure the ROI on Social Selling

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Maybe you’re having trouble proving the return on your investment of time and energy in social selling. Let's see how social stacks up. Your ROI on Activities What is your return on investment for sending a thank you card to a prospect that took your call or connected you with … [Read more...]