We are bombarded with the hype over New Year’s Resolutions this time of year. And most of us will go through the motions with the understanding that once again, we will lose focus, feel like a loser and repeat the process all over again next year. It’s the perfect definition of “insanity,” right? (i.e. to […]
Inevitably, even the best laid plans go awry. Where you place your focus in the critical moments following a debacle will determine your ability to either move forward or get trapped in frustration. Here’s a story of something that went gut-wrenchingly wrong in my world a few weeks ago. Will and I came up with […]
Pushiness is not sexy. Are you scaring your prospects away with unwanted sales pressure? In my many years as a Director of Sales, and then later as a sales trainer and coach; one principle has always been front and center with my approach – you need to eliminate sales pressure. In the old days (yes, […]
Holiday time is stressful. There is a crushing amount of work to complete between now and January 1. There’s the added strain of traffic-laden road trips, heated political debates with friends and colleagues, and the pressure of shopping for presents and decorating your house for the season, and most of it leaves you feeling less […]
It was around noon on a Monday and I was getting ready to have lunch with my wife and daughter at a little diner in Richmond. Typically I don’t get the opportunity to have lunch with my family on a Monday so I was grateful for the occasion. We piled into a booth in the […]
I was looking over an old workbook that I created for a client today. The specific section I was reviewing was on how to improve communication across generational lines. As I read the material, I was struck by how my own advice flies in direct contrast to what I’ve observed lately on social media as […]
It’s a huge opportunity. You’ve spent hours and hours preparing to deliver a presentation at your industry conference. Will this set you up as an expert and lead to lots of business opportunities? Or will this just be a big time-suck that distracts you from other important work tasks? The answer to these questions lies […]
