- Advice to "do whatever it takes to win the deal" is presented without the necessary guardrails.
- When what you’re doing isn't working, you need to change your approach.
- Do all the things that are necessary for you to succeed,…
There is a difference between your weaknesses and your liabilities. When people tell you to focus on your strengths and don't spend any time on your weaknesses, the word "weakness" means things for which you lack natural talent. It doesn't mean…Continue Reading
Your craft is one that is difficult to master. It requires that you develop certain character traits and a complex array of skills. Your job title suggests you are a salesperson, but there are more people with the title than there are people who…Continue Reading
If you look at people who produce excellent results and lead their field, if you pay attention and look closely, you will notice that they do the hard things that others seek to avoid. If you look a bit longer and quite a bit deeper, you may catch…Continue Reading
Your beliefs and behaviors have brought you to this point. If you want to break through to the next level of success, however, you might define it, you are going to need to acquire new beliefs and take new actions. If what you were doing was…Continue Reading
The short answer to how to become a lifelong learner is never to stop learning. The question is valuable enough to deserve a more extended explanation and practical advice on the specifics.
If you are going to spend…Continue Reading
There are certain things that make you an individual contributor. Most of what you do, and most of the results you produce are the result of your individual effort. But many of the outcomes you produce are the result of the effort a…Continue Reading