1. Change is more difficult than you believe. Having an intellectual understanding the reason something needs to change isn’t enough. An emotional need to change is necessary and more powerful.
2. Change is psychological. You first have to have a…

You are leading a transformation. What you are doing is critical to the future of your organization. It’s strategic. You can’t afford to fail.

You built the burning platform and you made the case for change. You sold that change with a massive…

I started this week at Gerhard’s Sales 2.0 Conference in Philadelphia. G puts on a heck of a good show, and I always learn a lot. I was there to speak on Big Data, but I spoke on Little Data.

Gerhard pushed all of us to share our best ideas about…