The Hidden Cost of Giving Away FREE Services

For some reason, when you’re in the speaking business you’re constantly asked to work for free. I don’t imagine school teachers or farmers or physicists are often asked to travel across the country to teach children, grow crops, or uncover the hidden mysteries of the universe without pay. But in my line of work, and [read more]

The Problem of Getting Something for Nothing

Thomas Paine once observed, “That which we obtain too easily, we esteem too lightly.” If true, that might suggest that something we obtain for free we don’t esteem at all. But so what? Does it really matter if we esteem something too lightly? One person who knows something about that is John Chancellor. Paying for [read more]

Getting Personal at Work: Good Idea or Bad Idea?

Is it a good idea to share your most personal struggles, thoughts, feelings, and stories at work? Tom Gartland thinks so. Tom is the former President of the Avis Budget Group, North America, and the author of a new book called Lead with Heart: Transform Your Business Through Personal Connection. Tom joined me on my podcast [read more]

SALES 101: Explaining the Problem

[The 13th in a series of the 25 most useful sales stories.] One of the most important stories you’ll ever tell as a salesperson is about someone who encountered exactly the kind of problem your product or service is designed to solve. It lets buyers understand the problem in a more personal, visceral way than [read more]

What Happens When a Japanese Woman Decides to be Friends with a “Very White Male”

Becky Okamoto is the principal and founder of an operational consulting company called the Evoke Strategy Group, LLC. But she’s an engineer by training, and spent most of her career in and around manufacturing. Meeting Marvin Earlier in her career, she was part of the leadership team at a production facility in California. It was [read more]

The 8 Types of Leaders in the White House (and Which One Are You?)

Are certain leadership styles more prevalent than others in among Presidents of the United States? Which Presidents fit into which categories? What attributes of leadership do those types have? How can we find out which type of leader we are? And how can knowing that help us be a better leader?  Those are the questions I [read more]

“What’s your bottle of water?” A simple lesson in growing sales from Alex Goldfayn

A recently got a chance to chat with Alex Goldfayn, CEO of the Evangelist Marketing Institute. He’s one of the top-rated and most requested sales speakers in the world, and the author of several books, including his most recent one, Selling Boldly: Applying The New Science of Positive Psychology To Dramatically Increase Your Confidence, Happiness [read more]

Surviving Prom Night

Prom night is supposed to be one of the most exciting events of our lives. At least that’s what Walethia Aquil thought as a senior at Northwestern High School in Flint, Michigan. Unfortunately for her, it turned out to be one of the worst. Just a few weeks before the prom, Walethia didn’t even think [read more]

Explaining what you do, simply

In his book Unique Sales Stories, Mark Satterfield offered the following explanation for how to better explain what you do for a living. For example, if you’re a distribution channel consultant, you might explain what you do by saying this: “I represent a company that’s best in class at optimizing the distribution channels between the [read more]

In-Home Research: What a 6am Breakfast in Mexico Taught the CEO of the World’s Largest Cereal Maker

It’s 6 A.M. in Queretaro, Mexico, about 130 miles north of Mexico City. Most of the residents are just waking up. But one woman is already dressed and has visitors in her kitchen. No, this isn’t the time of day nor type of guests she usually entertains. These are senior executives from the Kellogg Company [read more]