Ethical Persuasion vs. Manipulation

What’s the difference between ethical persuasion and manipulation? That was the primary topic of my conversation this week with Brian Ahearn. And it’s an important difference that any salesperson, marketer, or leader (all of whom influence people for a living) needs to be keenly aware of so they can stay on the right side of [read more]

What to Know Before They Go (to College)

My guest today is Dr. Pamela Ellis. She conducts research into the areas of high school of college transition, parent engagement, African-American males in education, and college completion. As part of that, she’s visited more than four hundred colleges and universities internationally to understand their cultures and their academic and social opportunities available to students. [read more]

How NOT to Tell Your Company’s Founding Story

Most company founding stories are boring. And that’s a shame. Because nobody ever quit their job and risked everything to start a new business for a boring reason. But if you read the company website for most companies, their founding stories sound like this: “Our founder started the company in 1936 in her basement with [read more]

Salespeople: Arm Your Sponsor with a Story, Not Just a Pitch

{#21 in a series of the 25 Most Useful Sales Stories, from Sell with a Story} Every salesperson worth their salt does their best to get in front of the ultimate decision-maker. But we all know that’s not always possible. Usually, that’s because the decision is being made too far up the hierarchy for the [read more]

Kids, Sex, and Screens: Upping Your Parenting Game

If you’re curious whether you should stalk your kids online (spoiler: you should, at least for a while), this is the woman to ask. My guest this week is Dr. Jillian Roberts. She’s a child psychologist, a professor, and the associate dean at the University of Victoria. And she’s also the author of the new [read more]

Behind the Pages of The 10 Stories Great Leaders Tell

I got a surprising email in April of last year. It was from a woman named Meg Gibbons at a publishing company called Sourcebooks. She basically said she liked my work, and that she’d be interested in publishing one of my next books. But she said, “Here’s the deal. I only work on books designed [read more]

Lessons from Getting Locked Out of Your Own Company

Joshua Spodek has five Ivy League degrees, including a Ph.D. in physics and an MBA from Columbia, is a bestselling author, and a professor at NYU. So, of course he had to try his hand at entrepreneurship as well. And one of his first attempts was both a huge business success, but at the same [read more]

10 Stories Great Leaders Tell

Good leaders ask, “How do I tell better stories?” Great leaders ask, “What stories do I need to tell?” Will you be a more effective leader if your stories are well-crafted and delivered? Of course. And I spend most of my professional time teaching leaders exactly that. But the truth is, the story you tell [read more]

Software Demos Are Broken — Here’s How to Fix Them

Software demos are broken, and everyone who sells software knows it. Greg Dickenson realized that when his boys came home from college for a visit. They needed to keep up with their online courses while they were home, so they pulled up a 90-minute video that claimed to cover the topic they needed to study, [read more]

4 Ways to Work Remotely Without Working from Home

When you’re trying to help your employees be more innovative, getting them to leave their office and do their work somewhere else might not be the first idea that comes to mind. But that’s exactly what Yann Toutant recommends, and with good reason — it works. Yann explains, “Having the same habits every day is [read more]