Most CEOs I meet run their organizations atop a false assumption that creates a powerful yet almost invisible drag on their performance. Do you have the same false assumption that they do? The assumption is that your communication of strategy, tactics, goals, and behaviors through the organization actually works the way you intend. Yes, you’re [...]
Are you a Genius or a Genius Maker? How about your senior team – are they Geniuses or Genius Makers? If you’re the smartest person in the room you’re a genius. If you surround yourself with the smartest people in the room and continually strive to help them get even smarter, you’re a genius maker. [...]
Are you a Genius or a Genius Maker? How about your management team – are they Geniuses or Genius Makers? If you’re the smartest person in the room you’re a Genius. If you surround yourself with the smartest people in the room, you’re a Genius Maker. These terms and concepts come from the book ”Multipliers – [...]
I was recently interviewed by marketing guru & serial entrepreneur Eric Keiles for his podcast show. During the 30 minute interview, we discuss: 1. The root causes of the “Growth Trap” that severely restrict profitable growth 2. How to eliminate Sales Ghosts permanently from your organization 3. How to dramatically improve the effectiveness of your [...]
As a leader, you need to understand why you and the people you work with resist change and cling to the status quo. There are five major reasons why people resist change. The first is FEAR. Fear is internal; it’s in our head, however it is the great crippler of human potential. Fear can be [...]
How to Avoid Company Burnout In the current issue of The Harvard Business Review, authors Heike Bruch and Jochen Menges explore the root causes of “The Acceleration Trap” – never-ending, hard-charging activity and change inside an organization – and offer practical solutions to avoid it. Although their change and growth strategies often succeed brilliantly for [...]
As we approach the end of of Q1 2010 it’s time once again to look at the scoreboard to see how your sales team is tracking toward your revenue goal. How are they doing? And how are you doing holding them accountable to deliver? Here are some thoughts about improving accountability from Dave Kurlan, thought [...]
How do you spend your time? This question is painfully simple, yet it plays a major role in the execution of your firm’s vision and priorities. Sadly, many leaders cannot accurately answer it. You may be surprised to find a sizable disconnect between your top priorities and how you actually spend your time. People take [...]
We have all been bombarded with hype and hoopla surrounding the Social Media phenomenon. My clients and other business leaders are asking themselves will my prospects, clients and strategic partners really take the time to be involved with social media? Is this something that I should really embrace?” Here’s the answer. Take 4 minutes to [...]
As 2010 looms with continued economic uncertainty in full bloom, it is imperative – now more than ever – to proactively address weaknesses in your selling team. The most serious weak areas, however, are difficult to spot. In fact, they are virtually invisible because they stem from how your salespeople think as opposed to what they do. Here are 5 (invisible) reasons why your salespeople will underperform in 2010.
This is Tom Peters’ latest video message and it highlights the importance of “out-reading” your competition. In case you’re wondering who Tom Peters is, publications including Fortune, the Economist, the New Yorker and the Los Angeles Times have said Tom is the “uber-guru” of management and inventor of the enormous “management guru industry,” that “in no [...]
Are you an “influence genius?” Take this short quiz to determine your Influence IQ and to learn about influence and persuasion techniques. Choose the best answer from the options to discover your Influence Quotient. Dr Robert Cialdini, the leading expert on Influence and Persuasion presents a simple quiz that can help you (and your team) [...]
I met Stony earlier this month on a flight from Newark to Houston. He was on his way home to Mobile, Alabama. I was on my way to deliver a keynote presentation to the Texas General Counsel Forum in San Antonio. Stony was working in the New York area for 9 days replacing all of [...]
In late August our summer vacation took us to the Outer Banks of North Carolina. If that’s a part of our country you’ve never visited, I suggest that you add it to your destination list – the beaches are beautiful, the environment is quiet and clean, and there is an incredible amount of history to [...]
In today’s mile-a-minute, e-connected, global, frenetic, here-today-gone-tomorrow world of commerce, it is no surprise that many of us don’t take enough time to select and focus on our most important business objectives. Whether you employ 4 or 400, crystal clear focus combined with a steady cadence of accountability will dramatically improve your competitive positioning and [...]
One of the keys to developing leverage in business is to ensure that revenue is generated as evenly as possible across your selling team. Yet many business owners find their sales results to be lopsided – either generating the lion’s share themselves or having one or two star performers amid a field of mediocrity. Although [...]
How often in your business do things go exactly as you expect? If you have prospects, customers, and employees your answer is most likely “not as often as I’d like.” Humans are imperfect and messy – so how do you and your staff actually behave when the unexpected occurs? In my first ever video blog, [...]
