In my town, there is a billboard that says – “Our tellers are actually better listeners” and then shows the logo of the bank […]
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Resources To Help You
Great Sales Leadership is Magic
I do magic tricks. Sleight-of-hand-card-trick-illusionist-escape-artist magic tricks. For the purposes of commerce and being able to submit a client invoice that survives audit, we call […]
Great Sales Management Isn’t Pretty
When I was a kid, my dad would take each of the kids for one week each summer on the road with him as he […]
From The Horse’s Mouth
I was flying with a senior engineer from one of the top 5 aerospace companies in the world this week as he was on a […]
Farmville, really?
My street cred is just shot… A sampling of recent emails and Facebook posts to me include the following Farmville related comments…. “Say it isn’t […]
Best Experience Ever
I just finished a 16-day trip to Asia with my son and it was probably one of the best experiences of my life. I don’t […]
Executive Sponsorship Redux (Part 2)
Here’s the final round of how you can get someone to spend their political capital for your purposes. Make it important to them. Big P.C. […]
Executive Sponsorship Redux
It wasn’t enough. The last time I wrote about Executive Sponsorship, people loved it but wanted more. How to get more sponsorship, earlier sponsorship and […]
“Send lawyers, guns and money…”
I was gambling in HavanaI took a little riskSend lawyers, guns and moneyDad, get me out of this – from “Lawyers, Guns and Money” by […]
Murder Boards and Hot Washes
In the military academies, seniors preparing for their oral exams use two key processes for preparation and improvement called Murder Board and Hot Washes. These […]
She’s Just Not That in to You – The “Maybe Whirlpool”
Chasing….I hate chasing. Wouldn’t you rather have a fast “no” than an excruciatingly slow “maybe?” Do you know what the difference is between begging and […]
Getting By With a Little Help from Your Friends
Referrals, references, connections, networking, social media: they’re all about access and leverage. You get access to the people who make things happen and are able […]