Visioning, goal setting, action planning, and even revising systems of execution are staple fare this time of year, and I’ve written many articles touting the benefits of implementing all these practices. One aspect I’ve never explored, however, is the benefit of identifying an overarching theme, that once named, becomes the though-line of all your endeavors […]

Here we are…at the beginning of the year when all things seem possible. Goals and dreams are dancing in our heads and we convince ourselves that this year is going to be different. We think that we will learn from our past mistakes and follow-through, be more consistent and achieve whatever we set our hearts […]

At this time of year, there’s a big push to get every last prospect left in the hopper to sign on the dotted line before December 31st. While this is a logical and dutiful effort on your part, there’s another action that belongs at the top of your to-do list and it captures the essence […]

It’s no secret that millennials hate to be sold to. But many businesses are having a hard time finding millennials to fill their sales positions. And professional firms are really facing an uphill battle when they require new associates to spend part of their time focused on marketing and business development efforts. A director at […]

For more years than I wish to recall, I’ve held various jobs that required me to sit at some desk located in some office building somewhere out in the concrete jungle of the corporate world, staring into a computer screen for many hours a day. (Sometimes those desks and computers were enclosed in tiny cubicles.) […]

Last week, I had the opportunity to work with a sales management team of a large client in Pennsylvania. The focus of my workshop was on how to build a world-class sales culture. Much of the time was spent on effective coaching and mentoring. I have to applaud this client since they were investing in […]

This past weekend, my wife and I had the amazing opportunity to attend the annual Entrepreneurship Summit at Washington and Lee University. For two days, we rubbed elbows with scores of trendsetters, thought leaders, business disruptors, billionaires, philanthropists, and social reformers from every corner of the business world. Amanda and I immersed ourselves in learning […]