Articles

The Trust Continuum and Sales

October 27, 2017  |   Posted by :   |   Blog   |   Comments Off on The Trust Continuum and Sales»



Trust is THE foundational ingredient required for all business transactions and sales. The bigger the transaction, the more trust required. The more trust established, the easier the sale will be. The less trust established, the more difficult the sale. No trust = No sale. In every sales role I have ever had, from being a bank teller, to an electronics salesperson, to insulin sales, I routinely found myself in the top 20%.  I wasn't a successful sales person because of what I said or how hard I worked, I was excellent at sales because I was great at building trust. No matter ...

How to Launch Your…

October 27, 2017  |   Posted by :   |   Blog   |   Comments Off on How to Launch Your…»



It takes over 5 years to build a rocket that can take people to space. It takes 10 seconds to countdown a rocket launch. It takes a moment for the rocket to lift off of the earth. All of the building of the rocket and spacecraft, the launching pad, the training, the rehearsals, the meetings, the crises, the hiccups, the wins and the losses, the breakthroughs and the setbacks... All of it, ultimately, comes down to that single moment when the Launch Conductor determines that the rocket is now ready to launch. "10, 9, 8, 7, ...

Three Ways Great Leaders Deal with Crappy People

October 27, 2017  |   Posted by :   |   Blog   |   Comments Off on Three Ways Great Leaders Deal with Crappy People»



I'm not going to give you 3 ways great leaders deal with crappy people.  Sorry about the misleading headline. Because, the truth is, great leaders don't see people as crappy people. Great leaders see the essential greatness in their people and focus on amplifying that greatness. This is not to say that great leaders don't cut ties with people who are unwilling to change. “Before you are a leader, success is all about ...

When, Why and How: 360 Assessments for Business Leaders

November 02, 2016  |   Posted by :   |   Blog   |   Comments Off on When, Why and How: 360 Assessments for Business Leaders»



A 360 Assessment is a tool coaches, consultants and hr professionals use to facilitate learning and development. There are many different types of 360 assessments, essentially it's a survey or questionnaire designed to elicit feedback and reflections from a diverse group of stakeholders around the person. It's called a 360 because it's intended that you get input on how you show up from people above, below, beside you and everywhere in between. Here are my quick hits on when, why and how to use a 360 Assessment as a Business Leader. When to use ...

Cutting the Cord

October 26, 2016  |   Posted by :   |   Blog   |   Comments Off on Cutting the Cord»



On October 2nd of this year, at about 3:57 am, I cut the umbilical cord physically connecting my daughter Gabriella, to my wife, Tasha. The umbilical cord is the vessel that binds mother and child, providing all things needed for survival, nourishment and development in the womb. When I first thought about cutting the cord, I was a little apprehensive. I mean, do I want to be the person that takes that away from my new daughter, and have her first experience of me being the guy that takes away the thing that provides survival, nourishment ...

The “Problem” with Millennials

October 24, 2016  |   Posted by :   |   Blog   |   Comments Off on The “Problem” with Millennials»



The problem with millennials. They are too this or too that. Just mention the word, millennial, to a bunch of 50 and 60 somethings in a workplace setting and you'll get chuckles, nods of agreement and universal disapproval. They will share stories and joke about how they never answer the phone, or how they never show up to the office, or how they are always whining about something or glued to their iPhone. It seems like one of the baby boomer's favorite topics of conversation. The funny thing is that this way of relating to the younger generation is nothing new. ...

The Three Phases of a Great Life

October 20, 2016  |   Posted by :   |   Blog   |   Comments Off on The Three Phases of a Great Life»



My daughter, Gabriella Mary Ann, was born October 2nd, 2016. I turn 35 on October 23rd, 2016. I'm entering that middle phase of my life. The part of life where my potential is now. The part of life where it's truly my turn. I am in that sweet, yet somewhat pressured spot, where I'm about to live my life. It's the time where the real action of my career is going to happen. The gift for me is knowing that it's game time. It's time for me to actualize all that I've accumulated, learned and absorbed in the first phase of my ...

Baseball and Business, Vignette #2

October 20, 2016  |   Posted by :   |   Blog   |   Comments Off on Baseball and Business, Vignette #2»



Clayton Kershaw For those that don't know him, he is the absolute best pitcher on the planet. And, that is not an opinion. At age 28, he has won three Cy Young awards, given to the best pitcher in each league, leads the league in strikeouts, era, complete games. Basically, he is the best of the best. So often in life we admire leaders and high performers and think, wow, they are just so talented. It must be in their genes. It's not our fault, after all, we ...

Baseball and Business

October 19, 2016  |   Posted by :   |   Blog   |   Comments Off on Baseball and Business»



Watching baseball in October is a ritual amongst me, my brothers and good friends. Typically it's watching my St Louis Cardinals in October. This year, they aren't in, so I'm left rooting very passionately against the Cubs and writing about baseball. While baseball is on the mind, it reminds me of some of the great metaphors and analogies that we can use from baseball to apply to business. Stay posted for some more Baseball vignettes throughout October. The Professional Hitter's Approach What makes a professional hitter is their ability to maintain a consistent, habitual approach to hitting. The best hitters are excellent at ...

Your Boss is an Asshole

October 17, 2016  |   Posted by :   |   Blog   |   Comments Off on Your Boss is an Asshole»



Yep, I said it. It's true. Your boss is an asshole. He's always micro-managing you, never gives you positive reinforcement, only points out what you did wrong. You do a million great things and the one thing that you miss, that isn't even a big deal, your boss is all over you. He can't even leave you alone when you're on vacation, or worse, he makes you feel guilty for even taking any time off. She's always setting impossible standards that you can never attain. It seems like no matter what you do, it will ...

Work/Life Balance… Blah, Blah, Blah

October 12, 2016  |   Posted by :   |   Blog   |   Comments Off on Work/Life Balance… Blah, Blah, Blah»



Work/Life Balance is one of the biggest buzz words in the human resources and leadership circles these days, and one that I most often causes me severe cringing when I hear the words. Why do I cringe? Because so often the conversation is so surface level, it doesn't address the systemic root of the problem. And by not addressing the root of the issue, it often leaves people dismissing the very idea of "Work/Life Balance" as some kind of woo-woo, out of touch concept with real leaders, who are up to real things. Here's what Work/Life Balance is not about. It's not ...

Choose Your North Star, Don’t Let It Choose You

October 12, 2016  |   Posted by :   |   Blog   |   Comments Off on Choose Your North Star, Don’t Let It Choose You»



As the CEO of your business, it's important that you choose your North Star. In nautical circles, the North Star was used to navigate the direction of the ship. It informed all of the little decisions that generate a ship's heading. If you're the captain and you start choosing the ship's direction based on how you feel, or short term discomfort like choppy waters, you're going to head off course. A slight tack off course could mean never reaching your intended destination. In business, your North Star consists of two things: 1. The purpose for which your business exists. The clearer and more ...

The Number One Thing that Excellent Teams Have in Common

October 05, 2016  |   Posted by :   |   Blog   |   Comments Off on The Number One Thing that Excellent Teams Have in Common»



All excellent teams, organizations and leaders have this one thing in common. A commitment that is larger and more powerful than their individual feelings or discomfort. It's a set of beliefs and a common purpose that is intrinsically important to the leader, the team and the organization. The more present a person, team or organization is to the highest minded purpose, the more excellent that team will be. Sometimes it's circumstances or tragedies that bring people around a common purpose, things like the 9/11 terrorist attacks that rallied people, governments and countries around a singular purpose, or perhaps a sick child or ...

We Were All Kids Once

October 01, 2016  |   Posted by :   |   Blog   |   Comments Off on We Were All Kids Once»



We were all kids once, and then we turned into adults. I'm not sure when it is, that we suddenly decide that we are no longer children and that other's are no longer impacted by the way they were raised. The magic number in America is 18 years old, where you are then awarded the title of adult. Which is pretty funny, because the 18 year olds I've met, are still very much shaped and molded by their childhood experience. Somewhere along the way, 18 turns into 25, which turns into 34 which turns into 40. And somewhere along the way, we stop having ...

Family of Origin Dynamics in Business

September 29, 2016  |   Posted by :   |   Blog   |   Comments Off on Family of Origin Dynamics in Business»



That's a fancy title for an article, but what we are really talking about is how we bring what we learned in childhood to adulthood, particularly to our business and leader relationships. One of the most fascinating things to me as I've worked with 100's of business leaders, particularly in the context of the business or organization they work for is how most of the places people get frustrated, stuck, scared and angry is due to some historical family dynamic playing out in the workplace. A few years ago, I was working with a client regarding their frustrations at work. We will call ...

What You Can Learn About Business from Philz Coffee

September 28, 2016  |   Posted by :   |   Blog   |   Comments Off on What You Can Learn About Business from Philz Coffee»



I love Philz Coffee, a small chain in the San Francisco area. I first found Philz when visiting San Francisco in early 2012. My wife and I were in town looking for our future home and went looking for a good cup of coffee. We had been to a few of the fancier coffee joints in San Francisco, of which, there are many. I like them too, Ritual, Blue Bottle, Four Barrel. Philz has great coffee, where they brew one cup at a time, in what I believe is some sort of turkish style coffee. They have like 20 plus flavors on ...

What I Learned From Donald Trump

September 28, 2016  |   Posted by :   |   Blog   |   Comments Off on What I Learned From Donald Trump»



On July 21st of this year, I was sitting in my hotel room at the Ritz Carlton in Naples, Florida, up late preparing for a big presentation the following day. I remember the exact date, because it was the final night of the Republican National Convention and Donald Trump was giving his nomination acceptance speech. I was giving an important presentation for my business and to an audience I genuinely cared about influencing. I was sharing some somewhat radical ideas about how to improve employee engagement and retention in a centuries old industry. It was straight from my heart and straight ...

Blogging Everyday, Part 2

September 28, 2016  |   Posted by :   |   Blog   |   Comments Off on Blogging Everyday, Part 2»



Isn't the second day always the hardest? Maybe it's not the second day, but you know that time, just after you start something, right after the newness and excitement wears off. Just when people stop noticing, stop commenting on it. It's that point when nobody will notice if you stop. I find myself thinking... I don't know what to write today. And, that's where so many of us stop in our pursuit of our own greatness. We hide behind, "I don't know," when what we are really doing is hiding our creativity, hiding our heart, keeping ourselves from being vulnerable, from setting ...

Blogging Everyday

September 28, 2016  |   Posted by :   |   Blog   |   Comments Off on Blogging Everyday»



Seth Godin, one of my favorite and most inspiring thought leaders, recommends more than anything, to blog everyday. In fact, it's one of the only pieces of advice he seems willing to give. When asked about his daily routine, he typically replies vehemently with how it doesn't matter, When asked what kind of tools he uses? Same response. He does advocate blogging every single day. Why? Because it's about practicing every single day the art of showing up. The ability to move through your fear or being rejected, of bruising your ego. And, that is a muscle that you build. When you ...

Why Buyer Interest has Nothing to Do with Sales Results

June 16, 2016  |   Posted by :   |   Blog   |   Comments Off on Why Buyer Interest has Nothing to Do with Sales Results»



In my work as a coach, I have to get hired all of the time. It's kind of a sales job, but not really. I don't sell coaching and the truth is, all of the sales jobs I've ever worked weren't about slick selling from me or saying the perfect thing. Whether that was in selling 100 items in 5th grade to win a Nintendo, selling insulin to primary care physicians or helping people restructure debt. It was really about creating a partnership with the human being that was in front of me and looking ...