Author Archive

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 ...