Articles

Reconsider Your Right Turns

Article by , September 6, 2019

Don’t cherry pick your facts. One of the biggest errors I see in sales—and it’s one we are all prone to make—is we are selective with the facts we allow to inform our decision making. We insulate ourselves from the truth of our mistakes. This is what human behavior experts refer to as confirmation bias. The way to avoid that trap is to check your assumptions regularly and expose yourself to points of view that are different from the ones you hold. Especially those that are deeply held.


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Emotionally Intelligent Leaders Overturn Liabilities

Article by , September 3, 2019

Emotionally Intelligent leaders are encouraged to develop their strengths and sharpen their skills to maximize their effectiveness. Many resources are available, including books, seminars, conferences and qualified executive coaches. A coach, of course, can address your specific needs, and customize an approach that perfectly fits your personality, circumstances and goals.


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Manufacturing is on the Move

Article by , September 3, 2019

Reshoring was at record levels in 2018! Manufacturers are starting to return as they see the total costs of offshoring combined with the rising costs in China and improved competitiveness of the U.S. According to an Industry Week article by Harry Moser, almost 1400 companies announced the return of 145,000 jobs in the last year. This trend […]


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I Can’t Fix YOU

Article by , September 3, 2019

I’ve stopped more than one CEO in their tracks when I’ve heard them utter this phrase: “I need you to fix a sales problem I have.” Doing the fixing is not what I do.


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Creating a Purpose-Driven Culture

Article by , August 27, 2019

Research in social science and organizational behavior points to a critical quality, one that most directs every company’s future: culture. A strong culture consistently leads to robust performance, while a weak culture suffers ongoing failures.


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Why Southwest Customers Wouldn’t Buy a Bentley

Article by , August 22, 2019

After giving 10 speeches on pricing and profits to groups of CEOs, it is certainly top of mind. Yet, it should always be top of mind for executive teams. One unanimous finding from the informal research of executives is that pricing is a strategic topic.  So, we must find time! When is the last time […]


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Building a Strong Company Culture

Article by , August 19, 2019

Some companies prosper and draw the business world’s attention. They continuously grow, innovate and impress. In contrast, others struggle, never breaking through to reach their desired success. The latter must deal with downsizing, financial shortfalls, market-share losses and tarnished reputations.


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Who Are Your Stars?

Article by , August 11, 2019

In our 14 years of consulting experience and almost 30 years of working experience, we have found that 80% of executives spend the majority of their time with the 20% of employees who do not achieve results. Unfortunately, this means they don’t have time to spend with the stars who achieve 80% of the results. […]


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The Amazon Effect is Still Going Strong!

Article by , August 1, 2019

The Amazon Effect remains top of mind with CEOs. Whether they compete directly (which is less than 1% with my clients), supply or distribute for Amazon (which is a slightly higher percentage) or are just impacted by the Amazon Effect, it is a major source of concern and/or opportunity. Have you thought about what Amazon […]


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