A Leader’s Greatest Gift: Struggle

It wasn’t until Bobby Herrera was eighteen, in the Army and three weeks into boot camp, polishing his boots by flashlight at 11:30 p.m., that he began to re-evaluate the value of struggle in making him the leader he is today as the CEO of the Populus Group, one of the fastest-growing HR service companies [read more]

Meeting Kenny Tedford

I’ve been wanting to write this post for six years. Seriously. This is the day that I get to start telling the world about one of the most amazing human beings I’ve ever met. His name is Kenny Tedford. And he’s the subject of my new book that’s being published today, called Four Days with [read more]

Coaching the Breakup – Helping your Prospect Fire Their Current Supplier to Make Room for You

[#22 of the 25 Most Useful Sales Stories] This is the most creative use of storytelling in closing the sale that you’re ever likely to come across. It’s definitely not one I expected to find when I was doing the research on sales stories. But I did, from a guy we’ll call “Brad” who worked [read more]

What I Learned From Being Steve Jobs’ Executive Coach

John Mattone is one of the world’s top executive coaches, along side other legendary names like Tony Robbins, or Marshall Goldsmith, or John Maxwell. He’s coached some of the most admired CEOs in the world including Steve Jobs and former Pepsi CEO Roger Enrico. He’s the author of nine books, including his latest one that [read more]

Salespeople: Steve Jobs Didn’t Need Empathy, So Why Should You?

Do you really need empathy to be a good sales rep? My podcast guest this week says no. He’s Nicolas Vandenberghe, CEO of Chili Piper. Nicolas started his career selling newspapers in the streets of Paris in high school, studied math in undergrad, and then got an MBA from Stanford. He then started and sold [read more]

An Angry Therapist’s Guide to a Meaningful Life

My guest this week is John Kim. He’s a licensed marriage and family therapist and one of the the pioneers of the online life coaching movement. Interestingly, he calls himself the “Angry Therapist.” It’s essentially an admission that, while he was a licensed therapist and life coach, he was no better off than the people [read more]

Humor at Work: What Works, What Doesn’t, and What Will Get You Fired

“People get more done when they enjoy their work. So, humor in the workplace isn’t about making work funny, or being the funniest person in the office. It’s about making work fun, and getting better results.”  That’s according to my podcast guest this week, Drew Tarvin. Drew is a comedian and former corporate IT manager [read more]

7 Principles of Ethical Persuasion

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]