Young Icarus ignored his father’s warning and flew too close to the sun, thereby melting his wax wings and falling to his death. But that part of the famous Greek Myth is not the actual deception. According to perhaps the world’s foremost marketing genius (far from my opinion only), Seth Godin, for far too long,…
I loved this recent quote on Twitter by my great friend, Leadership Authority, Steve Keating: “People do not commit to a manager, they comply with a manager. People make commitments to a leader.” In my opinion – it aligns perfectly with one of my favorite sayings from a phenomenal mentor of mine, Dondi Scumaci who…
Want to be a hugely profitable salesperson or business owner? Then understand that – to the degree you focus on providing value to others, and effectively communicating that value to others, that’s the degree you will profit. You already know that. And, a sales professional who understands this is already way ahead in the game.…
Those who take pride in being “brutally honest” are typically more interested in being brutal than they are in being honest. Indeed, sometimes difficult and uncomfortable things need to be said (and honesty in saying them is very important!). Usually, however, they can be said with tact and kindness. Being “brutally honest” is often more…
If you’re like I am, then you love to read books on leadership…and you love parables (a/k/a business fables). With that in mind I just read a terrific one written by corporate leader and first-time author, Denis McLaughlin. Entitled, The Leadership GPS, it’s a powerful how-to lesson on leadership combined with a delightful and captivating…
They are cousins, aren’t they? I mean, mentoring and coaching. We might look at mentoring as the bigger picture and coaching as the hands-on. The forest and the trees. Of course, mentors also coach…and coaches mentor. They both encourage. And, they both bring out the best in their protege or student. And, I’ve never seen…
In his draft of an excellent, soon-to-be-released book on leadership, Pat Sullivan, a long-time and hugely successful university coach and administrator, raised a very interesting point regarding handling critics and their criticism. He referred to Dr. Martin Luther King’s great insight into this topic at the beginning of his famous Letter from Birmingham Jail, written…
In a free-market based economy, money is simply an echo of the value that’s been provided. After all, why should anyone willingly give you their money unless they feel they are receiving value equal to or — even more preferably — greater than the money they are exchanging it for? The key, as I posted…
Sometimes, we’re just not going to successfully move a person to our side of an issue. He or she is so deeply rooted in an ideology or philosophy that to change would be a renunciation of their individual, long-standing and deeply entrenched belief system. Politics is a somewhat easy example to cite. Despite the old…
I recently received the following question that, while many in sales will easily relate to, they probably won’t like my answer: Hi Bob, I work as sales account manager for a large organization focusing mainly on B2B (Business-to-Business). My question is, I am closing my year end in another 30 days and I know one…
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