The currency of leadership is communication. In many organizations, there is a poverty of communication, with leaders infrequently transmitting information while also conveying too little meaning.
Your version of success and someone else's version may differ. What someone else calls "success," you might describe as an abject failure. What would satisfy you might displease someone who has a different idea about what one should do with a…
It is sometimes difficult to think of winning a deal as an outcome. It isn't something that you do; it's the natural result of everything leading up to your dream client's decision to buy from you. Much of the time, when we talk about winning…
Your company is not always going to execute as well as you want, or as well as your clients expect. Some salespeople feel embarrassed by the challenges of execution, using those challenges as an excuse to not continue selling. More successful…
There are as many or more ways to lose deals than there are ways to win them. One way to lose, but likely not the most common, is to be outsold by a competitor. Fair enough, you have been on both sides of that story. However, the most common way…
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…
New leaders often believe that they need to immediately make change. Some believe that the faster they change things the better their results. Other leaders believe the more they change things the better. Sometimes change is necessary, and…
I watched an interview with Jamie Dimon, famed CEO of Chase. The interviewer had heard about a list Dimon carried with him in his pocket. It was handwritten, and he carries it with him at all times. The list is pages long, and it is a record of…
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