Category Archives: Leadership

Are we really coin operated?

As a recovering sales manager, I have always laughed at the proposition that “sales people are coin operated”.  Notice that I said I laughed, not that I didn’t agree. What would you say if I told you that quite a … Continue reading

Posted in Coaching, Coaching Sales Professionals, Leaders as Coaches, Leadership, Motivation, Organizational Culture, Personal Connection, Team Development | Leave a comment

What’s Your Love Language to your Team?

Servant leaders love their teams and develop them as they lead. Here are five Valentines messages that a great leader might send to their team.    

Posted in Coaching, Equity, Leaders as Coaches, Leadership, Motivation, Organizational Culture, Personal Connection, Team Development | Leave a comment

Many of the things you can count, don’t count….

“Many of the things you can count, don’t count. Many of the things you can’t count really count.”   (Albert Einstein)

Posted in Leadership, Mission and Vision, Organizational Culture | Leave a comment

Emotional Intelligence as an Enabler to Great Leadership

The research is compelling that emotional intelligence is a powerful enabler for enhanced leadership performance. This short video explores recent research by the Center for Creative Leadership, Multi-Health Systems, and Google which demonstrates the power of emotional intelligence to strong … Continue reading

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How can you say, “It’s not just about the numbers”?

I want to use this column to explain what I mean when I say “it’s not just about the numbers”. In business, the viability of a firm depends on its ability to create the numbers it needs to exist! No one … Continue reading

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Your Culture is Your Best Teacher

It was the spring of 1981 and I had just joined Hewlett-Packard as a sales representative.   I was drinking from the fire hose.   It was my first sales job and I was learning a new career as well as a … Continue reading

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Jim Collins, Meet Michael Porter.

Here’s a link to great blog article from the Harvard Business Review blog, posted today.  I always enjoyed Jim Collins’ books on strategy, and of course, Michael Porter is the marketing strategy god we all read in business school. A … Continue reading

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Salespeople provoke your customers… Sales Leaders, provoke your team!

Is Solution Selling Dead? In an excellent article from the March 2009 Harvard Business Review, Philip Lay, Todd Hewlin, and Geoffrey Moore (Crossing the Chasm) suggest that “solution selling” is getting long in the tooth, and prospects are getting hardened … Continue reading

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Writing Our Own Scorecards

I recently spoke to about a hundred C-level executives at a partner conference hosted by one of the top IT providers. As part of the workshop, the executives predicted how their employees would rate their agreement with 15 statements dealing … Continue reading

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