Preface: This is much longer than my usual posts, but this is such an important … [Read more...]
Tag: Change
When Performance Problems Aren't Obvious---Yet!
CUSP, Leading by Serving, When Outcomes Matter Most Posted on January, 2026
One of the biggest influences in my thinking and in writing Is “Good Enough” … [Read more...]
What Are You Willing To Struggle For? Posted on January, 2026
Ask any salesperson if they want to hit the President's Club, make more money, … [Read more...]
Why Do We Invest So Heavily In Losing? Posted on January, 2026
Yes, we are almost at 2025 year-end. I suspect many are rushing to close those … [Read more...]
"A Tale Of Two Sellers..." Posted on December, 2025
Recently, I did a deep dive into the performance of two sellers at one of my … [Read more...]
The One Thing That Matters Most Posted on December, 2025
Not long ago, I was speaking to a group of executives. Someone asked, “What is … [Read more...]
AI Won't Make You Excellent, It Will Only Make You More Of What You Already Are Posted on November, 2025
Last week, I published the first of a series of posts, oriented around my … [Read more...]
Meetings Slowing You Down? Posted on November, 2025
Opened my inbox and was hit with an email titled, "Meetings Slowing You Down?" … [Read more...]
It's Not About The Process...... Posted on November, 2025
I talk about the buying and selling process all the time. Everyone knows that … [Read more...]
Losing Our Entry Level Jobs!!! Posted on October, 2025
We are inundated with news of layoffs and reductions that, somehow, are … [Read more...]