It is a difficult time to be a leader. As the Coronavirus pandemic has unfolded, all of us have witnessed our national, state, and business leaders respond. Let’s set aside any political leanings for the time being, as it is not useful to the lessons here. Instead, let’s ...
There is good reason to take a break from writing the heavier stuff I have been unable to avoid during this crisis. Instead, ...
Of all my frameworks, Level 4 Value Creation is the oldest. It only showed up in Eat Their Lunch, my third book, because ...
This is NOT the new normal. NOR SHOULD WE EVER ACCEPT IT as such.
Due to circumstances beyond your control, you now have fewer weeks in which to reach your goals. A natural disaster and the ...
Your business may have been shut down entirely, or you may have been required to work from home. You might still be being ...
We are in the middle chapters of our continuing crisis. Pundits and prognosticators are suggesting that our lives will never ...
There is an ongoing conversation on the social channels as to whether one should continue selling through a crisis. Some ...
In severe and challenging times, your fear can cause you to feel that you are going to lose the things that are most ...
Imagine a story that follows this path. Boy meets girl. Boy falls in love with girl. Boy marries girl. Or how about this ...
There used to be a saying that when the United States sneezes, the rest of the world catches a cold. Increasingly, as the ...
Your craft is one that is difficult to master. It requires that you develop certain character traits and a complex array of ...
The time for you to start climbing out of the hole that you find yourself in is now. There is no benefit from waiting to ...
For a very long time, salespeople have been taught to start sales presentations with their company’s story as a way to gain ...
Earlier this week, I published a post on What to Do When the World is on Fire, followed by a video on YouTube, titled “When ...
Search the internet and the social channels, and you will no end of bad ideas and even worse advice. Some of the advice will ...
Your dream client went dark. You’ve emailed and tried to get them to reengage, but you’ve not been able to get a ...
Don’t tell me what you think the market is going to do. Show me what’s in your portfolio. – Nassim Nicholas Taleb.
At the time of this writing, it feels as if the world was on fire, there is a coronavirus of pandemic proportions spreading ...
The idea that “sales is a numbers game” contains an absolute truth worth observing. The truth is that selling requires ...
There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. Some of these ...
