Culture

alt text image a blue paper boat leading white boats

The Leadership Playbook: A List of Non-negotiables

There are some things that a leader cannot and should not negotiate. There are some things, some values, that must be written in stone and written clearly for all who come in contact with an organization to see. These are the non-negotiables

Continue Reading

alt text image of DNA

Your Unique Sales DNA

Your company has its own DNA. It isn’t exactly like any other company, even if you are in the same line of business, and even if you sell the same thing. This means that what is right for one company may in fact be wrong for you (even if you…

Continue Reading
alt text image of a man in a suit with a wrench in his pocket

On Leaders and Culture

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…

Continue Reading
alt text image of an airline stewardess showing oxygen masks

Adjust Your Own Mask First

The safety announcement on an airline reminds you that, should cabin pressure be suddenly lost, you are to adjust your own oxygen mask before helping the person sitting next to you. Can there be a more perfect metaphor for sales managers and sales…

Continue Reading
alt text image of an angry boss

How to Help Your Blustering Boss

When someone in leadership role resorts to yelling, screaming, cursing, stomping their feet, and banging things around in order to get something done, it is an indication that they lack influence, lack real authority, and lack resourcefulness.

Continue Reading

Anthony Iannarino Head Shot

Follow me on your favorite social networks:

Share this page with your network