Right now you could be nurturing your dream client. You could be reaching out to communicate something of value that they could use to immediately think differently or produce better results in their business.

Right now you could be prospecting.…

Once you recognize that someone on your team is negative, you have to begin the process of removing them. The longer you wait to remove that person, the more you risk the rest of your team. Negativity is the only cancer that spreads by contact,…

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.

1. Are you willing to tell the truth,…

Four years ago you introduced a new sales process at your sales kickoff meeting. You certified all of your salespeople in the new process. Everyone was excited, and the new process was all anyone—especially leadership—could talk about for…

Vision. Mission. Purpose. Then these:

1. A leader must believe there is a way. Strategy is nothing without belief. And if you don't believe, no one else will.
2. A leader must be a teacher. A leader teaches business, teaches values, teaches…

My Teenage Self

You know you really are an asshole sometimes. Your Mom is raising four kids by herself and you can really be a selfish, little bastard. Start helping her, damn it.

Remember to thank the good people at the restaurant later on in…

The fastest way to improve your number is to help your clients and prospects make the improvements that they need to make. The fastest way to help them do that is by developing yourself, especially your business acumen and situational knowledge,…

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…

I am riffing on this idea that my friend Chris wrote about. He said that no one cares about your “before” picture unless you also have an “after” picture.

Some time ago I wrote about a friend of mine who gave a speech in which she did just that…