The customer is not always right. You are not a customer service representative. You are a salesperson. And it is not the job of the salesperson to tell the customer that they are right or that they can have what they want (at least not the way…

It’s harder to tell the truth than to tell people what they want to hear.

The truth is that results are difficult to produce, they’re more expensive than you think, and that the change is going to be difficult and perhaps even disruptive. The…

Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You see new patterns.

Here are four beliefs about leadership that I…

The truth at any price, even the price of your deal.

Better, Faster, and Cheaper: Don't tell your dream client that you are going to be better, faster, and cheaper. You may be one of those things. You may even be two of those things. But you…

Today, I am disappointed. Sad, really.

My phone rang. I answered. It was someone who works for me. She said, “[Salesperson] is on the line. She insists she has an appointment with you at 2:30 PM.” I live on my calendar. How could I have been…