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Expert Interview Series with John Mattone

I had the honor of fielding some interview questions from John Mattone recently about business storytelling. We got to talk about: how storytelling addresses common business and leadership challenges examples of

13 Rules for Being a Grown-up on Facebook

Contrary to conventional wisdom, it is possible to have intellectual, adult conversations on Facebook. In fact, I think it's imperative that we do. Because while social media has reunited old friendships and provides a

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Lead With A Story

Great leaders help people find passion for their work — even for the most unappealing jobs. Here’s how. . .

Ever heard the advice, "You really need to love your job”? It’s usually offered unsolicited by an overconfident boss who thinks the rank and file will find it inspiring, or somehow turn their drudgery into a rewarding experience. Does it work? Of course not. You can’t order people to love their job. That just gives them inspiration to quit and go somewhere with more exciting work. Far better to help them find the passion for their work. In spring 2009 I needed to find that passion myself. [read more]

A Leadership Guide to Lying

I once hired a consultant, and the first thing out of his mouth was a lie. Seriously. I brought him in to lead a 3-day long-term strategy session for my business unit. When he kicked off the first day of meetings, he introduced himself and started into a story about an experience he had at the airport when he arrived the day before. He said, As I was leaving the terminal to catch a cab, I noticed a police officer writing a ticket for a car that was illegally parked in front of baggage [read more]

Parenting with a Story

Ambition, Regret, and College Applications: The Conversation I Wish I’d Had 30 Years Ago

What colleges did you apply to in high school? Did you apply to colleges at all? Do you regret those decisions now? And what would you do differently if you could do it over again? Those are the questions I would have liked to have asked my future middle-aged self when I was a teenager. And I suspect Kelly Olson wishes she had, too. When Kelly was in high school, she took all the college entrance exams that might be necessary: the PSAT, SAT, and ACT. And she did very well. So well, in fact, [read more]

The 25-Year-Late Apology

David Hutchens spent his elementary school years in New Orleans, Louisiana. At the age of five, he met a classmate who would become his best friend for most of those elementary years. We’ll call him Pete. David and Pete spent much of their time together as best friends will do. Until fifth grade, that is. That year—and for reasons that David can’t even remember—he decided he didn’t want to be friends with Pete anymore. But he had no idea how to break that kind of news to another ten-year-old [read more]

Sell With A Story

Sales Story #2: Your “Who I’ve Helped and How I’ve Helped Them” Story

Today's article is the second in a series of the 25 most useful sales stories salespeople should be able to tell. As a reminder, those 25 are the result of my interviews with professional sales and procurement managers at over 50 companies looking for where salespeople are most effectively using storytelling throughout the entire sales process. The full results of those interviews are documented in the book, Sell with a Story. For this story, we're still in the earliest phase of that process, [read more]

Two Guaranteed Ways to Completely Undermine Your Sales Department

My guest this week is Mike Weinberg. He's a sales consultant and bestselling author of two absolutely fabulous books, both of which spent a significant amount of time as the #1 selling book on Amazon for Sales and Selling. The first was New Sales. Simplified. And the second is Sales Management. Simplified. which we talked about on today's show. I asked Mike to share a couple of examples from his book of the type of things companies do that undermine their sales department, and put their sales [read more]