I recently had one of the most crazy, exhilarating experiences in my life. While it doesn’t beat getting married to my awesome wife, or witnessing the birth of each of…

This may sound weird. But I cannot fully express the utter joy of having shed certain components of the CEO role which I dreaded (and sucked at) while building some…

I keep finding my clients do not know they are sick. There is an old expression: “whistling past the graveyard.” It means to display a false sense of confidence in…

“I want our whole organization to show off how to overcome stuff … I want us to demonstrate resilience, which is one of the foundations of grit. We’re going to…

Like boxing, selling is a contact sport; in both professions triumph depends on strategic, repetitive and effective connects with another person. While the contact is relational and psychological for the…

Between phone calls, meetings, professional development, presentations, research, paperwork and networking (not to mention time sucks like Facebook), salespeople can spin their wheels for hours — only to realize that…

Pity the many salespeople who set off each morning with high hopes of beating their quotas (or even meeting them), only to lose steam by lunchtime as — despite their…

Everyone knows the stereotype of typical salespeople: aggressive, slick “type As” who won’t take no for an answer and always “get over” on the people they are selling to. Unfortunately,…