Once I was speaking at a conference when the CEO of the company leaned over and whispered in my ear. He said, “I am giving the same speech I’ve given the last two years. The stories are different. The examples are different, too. But it’s…
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I received an email from a subscriber to my weekly newsletter. She was unhappy with something I’d written about my childhood, and she asked me to please limit my email newsletter to business-related topics. [You can read the post 7 Things I Was…
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Your competitors sell at a lower price. It’s tough to win when your competitors are willing to give away what they should be selling. But there is nothing you can do about your competitors.
If this is your struggle, one or more of the following…
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Here are four diseases that weaken leaders and damage their ability to produce results through others.
Inability to Control Your Own State: If you want to prove that you have no real power, lose your temper and fly off the handle. An inability to…
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Cheap isn’t about value creation. It’s about the absence of value. It’s true that some segment of customers, regardless of any protestations to the contrary, uses price as their primary decision-making criteria. All things being equal, they’re…
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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.
If you are competing by creating a higher…
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There is a difference between being busy and getting things done, and it is important to recognize the difference.
You can be very busy responding to your email, responding to voice mail, and helping other people with their urgent priorities. You…
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Stop trying to sell product and start focusing on how you help your client with business outcomes.
Stop trying to talk features and benefits and start developing the business chops that is business acumen and situational knowledge (You need to…
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It takes a lot of email messages to make up a single telephone conversation. I don't have a mathematical formula, but my guess is that if the conversation is of some small importance, 11 email messages may make up a single, short telephone…
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