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 [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 [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. [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 [read more]

Sales Story #1: Explaining What You Do, Simply

In an earlier post, I shared an overview of the 25 most useful sales stories that salespeople need. In this episode, I share an example of one of those 25 stories, and talk about how you can craft a similar one for yourself. I’ll discuss each of the other 24 sales stories in separate posts in [read more]

“Silence, please. My king is coming.”

There’s a difference between respect and reverence. Showing respect involves being considerate and tolerant of other people. In short, treating other people the way you would want to be treated. But reverence is another thing entirely. Reverence is “a feeling of profound awe and respect and often love.” So while most well-mannered people display respect [read more]

A dog at the Met? A Creative Way to Live Your Company Values

Sometimes living up to your company’s values requires more than just knowing what the right thing is and wanting to do it. In those cases, a little creativity sometimes helps. Here’s an example that will hopefully give you some ideas for how to respond when you’re in your own pickle of a situation. Martin Nuechtern [read more]

Dealstorming with Former Yahoo! Chief Solutions Officer, Tim Sanders

My guest this week is Tim Sanders. He’s the former chief solutions officer at Yahoo! and a New York Times bestselling author. He’s also a cofounder of the research consultancy Deeper Media, Inc. and a top-rated speaker. He joined me on my podcast this week to talk about his new book, Dealstorming: The Secret Weapon that [read more]

The Phone Call My Parents Never Return

The Phone Message I call my parents on my birthday.  I have done this for the past 30 years.  I am their only child. Not surprisingly, they do not answer.  I leave a lengthy message sharing all that has happened with me and my family.  I ask them to return my call.   They never have. [read more]

BusinessWeek on Bounty: A Case Study in Turning Bad Headlines into an Agent of Change

In early 2001, the stock market was still reeling from the dot-com bubble and burst a few months earlier. The economy was uncertain, and even many traditional companies were in turbulent times. Procter & Gamble was one of them. It had been less than a year since the company’s stock had lost nearly 40 percent [read more]