Contribution Is King

An essential responsibility of leadership is seeing potential in others that they may not yet see in themselves—and then helping bring it forward. That’s the difference between observation and contribution. It’s one thing to recognize talent. It’s another to activate it. Recently, I was coaching a high-potential Vice President and posed a simple question: “What’s […]

Offer a “Confidence-Good” to Present Your Value

For several years, I consulted with a marvelous, highly successful…

You Got the Business…But Do You Want It?

In these times of upheaval, it's sometimes easy to grab whatever…

It’s Not Wrong to Be Wrong

One of my New Year’s resolutions (yes, I still make them because…

When You Hit the Q4 Wall

Recently, a dear friend and client texted me with some alarming…

What I’m Learning About Virtually Communicating and Coaching

Yes, virtual communication during this Covid era is still with…

Know Your True Line

McKinsey & Co. recently wrote about the importance of understanding…

Back to Sales Basics

In these turbulent times, companies are pivoting at nearly every…

How to Influence Others in Business

Above all else, it's critical that you influence your clients…

Post-pandemic: Don’t Let Qualifiers Seep In!

As we all re-enter the world of meeting people, persuading them…