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Whitespace Is the Right Space

First, I hope you all enjoyed a festive, fun, and fulfilling Thanksgiving! As we enter the last month of the year, it is important to realize that between now and December 19th (because after that, it’s off for Holiday time) is a season of opportunity. Right now, we have the opportunity to pick up share […]

Small Talk vs. Business Talk

Recently, I was coaching a lawyer who would soon have a meeting with an organization to potentially perform legal work. As we discussed the meeting, he let me know that his intention was to start by asking directly about the case. My instinct felt the opposite. He needed to employ some strategic small talk first, then […]

When You Hit the Q4 Wall

Recently, a dear friend and client texted me with some alarming news…he had hit a wall. He said that he’d lost his way, didn’t have anyone in his life that cared about him, and didn’t want to go to work at all. His life/business resignation was palpable and a cry for help. After a very […]

Know Your True Line

McKinsey & Co. recently wrote about the importance of understanding people’s feelings of loss and anxiety due to COVID. As a leader, you owe it to your directs to have this level of understanding as we enter Q4. My father as a surgeon always said, “You never treat one patient the same as the next. […]

Back to Sales Basics

In these turbulent times, companies are pivoting at nearly every turn, trying to keep their business moving forward while dealing with a mobile workforce, downsizing, and other disruptions. One trend I’ve seen is sales managers having to “roll up their sleeves” and get back into business development activities again. And while some might say it’s […]

How to Influence Others in Business

Above all else, it’s critical that you influence your clients and employees. A lot is made of “influencers” on social media…those who amass huge followings and can impact a brand’s sales and public opinion simply through posting their opinions. That’s not what we’re talking about here. Post COVID, our responsibility in business is to genuinely […]

Leaders…Map to YOUR Destination

Theodore Roosevelt once said: “In a moment of decision, the best thing you can do is the right thing to do, the next best thing is the wrong thing, and the worst thing you can do is nothing.” Welcome to the new world of leadership, post-COVID! Above all else as a leader, you must be […]

Returning to In-person Client Meetings

Today I’m back meeting with clients face to face! Yikes, it’s like Back to School…HAPPILY! Last night, though, I realized I needed to define how will I facilitate this training. What questions will I ask to re-enter my client’s world relationally and commercially empathetically to make a difference? Perhaps you are facing the same dilemma […]