In my last two posts, we looked at how transforming the “way things always get done” can have a meaningful impact on your life and career success. And in my work with business development executives and teams, I see that transformation take place. It’s incredible how fired up people become, ready to take on challenges […]
In all of my coaching, I consistently advise clients to listen first, sell second. But it turns out…I’ve been listening all wrong. More to the point…I realized I needed to listen as though I’m wrong. What that means is that I don’t have all the answers and the ones I do have could be wrong. […]
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Change is not Compromise My invitation to all of you in this New Year is to embrace the fact that behavioral change is NOT compromise; it is transformation. You change to make a larger difference with yourself, your team and your clients. You change to keep pace with a world that is moving at breakneck […]
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One often hears the term “healthy debate” as a reference to two or more sides getting together to hash out an issue that could escalate into argumentative discourse if not dealt with upfront. Some might believe that a debate in business cannot be healthy at all since it pits people against each other. They’d rather […]
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In my last post, I wrote about the communication vacuum created by virtual environments. It featured a client who was making recommendations that didn’t land because he got no prior input from his company’s leadership, most of whom were not located in his office or region. He had not worked to close the distance gap […]
I worked with a client recently who frequently presented his ideas enthusiastically and comprehensively to the C-Suite of his corporation. However, they never took his counsel. He began noticing a pattern of being rebuffed and couldn’t figure out why. We began forensically discovering that every idea he had was his and his alone. He hadn’t […]
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