
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…


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 […]