In a list of prospective clients you can spend your time pursuing, a few of them are more worth your time than all the rest combined. You may need to reach out to all of them, but it makes sense to start with those few that matter.

The hundreds…

There are countless metrics one might look to for help in understanding and improving their results. These metrics aren’t for managers or leaders, even though anyone in that role would be served by using this list to judge their own… Continue Reading

Economies grow and shrink over time. None goes straight up without retracing some of the ground already covered. Two negative quarters qualifies as a recession and, from time to time, this is what happens. Given a long enough timeline, there will…

Since publishing Eat Their Lunch: Winning Customers Away from Your Competition, I have more than a dozen times been asked if one can start at Level 1 (the value of your product or service alone) and grow into Level 4 (the value in strategic…

If you are “living the dream” or “thanking God it is Friday” or “waiting for the weekend,” you are expressing some belief about your work that reinforces that very belief. It’s a downward spiral, a vicious cycle leading to adverse outcomes.

Maybe…

Tyranny: the word means a cruel and oppressive ruler. Liberty: defined as freedom from oppressive rule.

If you want liberty, you need to rule yourself like a tyrant. If you can’t govern your desires like a tyrant, then you will undoubtedly…

The reason so many salespeople dislike their CRM and the necessary upkeep is that they believe that it is Big Brother. There is some truth in this complaint, and for some sales leaders and managers, sales can boiled down to activity…

Life is difficult and full of suffering. Survival itself comes with adversity. Success, by whatever measure you choose, is difficult, requiring time, energy, and competence—and perhaps a bit of good fortune. With all of this being true, you get…

Two runners step up the starting line.

The first runner is wearing the most technologically advanced, aerodynamic running gear ever created. It reduces drag by 14% as compared with any other fabric used to make running clothes. It is the best…

When you do something over and over again, it’s easy to believe that your experience means you are doing quality work. As helpful as time and your experience are, there is more to doing quality work. The professionals in any endeavor always…