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  • Don’t Focus on Results

    Don’t Focus on Results

    Did you reach your quota? Have you completed that report? Did you win your case? How many people did you serve today? While you might be measured on different criteria, there is one common thread: each of these statements focuses on results. And focusing on results... results in, well, results. [More]

  • Good Job

    Good Job

    When was the last time your boss said "good job"? Of course, good leaders understand the importance of praise, and we always feel motivated when this happens. But is there a connection between doing a good job, and getting a better one? There is - but not in the way [More]

  • The Enemy of Great is Good

    The Enemy of Great is Good

    Recently, a client sent me an email with the title of this blog posting in it. He was decrying the problem of another vendor who was not responsive, and who was only giving "good" service. I've certainly read that other great book, Jim Collins' Good to Great, which speaks to [More]

  • If you put your mind to it

    If you put your mind to it

    If you put your mind to it, you can do anything. How many times did you hear this from your mother, father, or favorite aunt or uncle? If you're like most people, you've heard this expression many times -- when you were growing up. (As an aside, how many times [More]

  • Hunters and Farmers

    Hunters and Farmers

    Sales managers use an interesting description for their salespeople: they are either farmers or hunters. Farmers sell more by cultivating existing relationships, while hunters sell more by developing completely new ones. Most people don't think of themselves as salespeople, but in truth, everyone has at least one thing to sell: [More]

  • Knowledge to Action

    Knowledge to Action

    When was the last time you read a good book? Or rather, when was the last time you read a good book that was good for you? No, not a trash novel, or even one that is mildly entertaining. What is a good book? It is one that moves you [More]

  • Give to Get

    Give to Get

    What goes through your mind when you get an unsolicited call from someone you met at an event several years ago? Typically, they ask you for something: an informational interview, a sales pitch, or perhaps an introduction to a third party. You think: Who is this person? Why are they [More]

  • Brainstorming Creatively

    Brainstorming Creatively

    Creativity can help you solve some of the most difficult problems, which is why it is why it is valued so highly by clients (and your employer). Yet why are some people seemingly so creative, and others aren't? Creativity in business is something that you can develop through practice with [More]

  • Career Paradise

    Career Paradise

    Thinking about the joys of winter? Who enjoys the extreme cold, the slush, the transit delays, and the extra bother of winter clothing? On the other hand, the summer has its problems too: broken air conditioners (if you have one, that is), sunburn, mosquitoes, lawn maintenance, and fitting into that [More]

  • You Don’t Start a Bonfire, You Light a Spark

    You Don’t Start a Bonfire, You Light a Spark

    What starts you on your path - and what prevents you from taking that first step? While there are many contributing factors, consider this concept: you don't start a bonfire; you light a spark. Those who are so focused on lighting the bonfire often give up. The enormity of the [More]

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