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You land a meeting with a prospect that you’ve been researching for quite some time.  Then you make the same mistake that most sales people make:  you book an hour-long meeting at her office. What’s wrong with that?  Plenty.  The chances of converting that meeting into a sale are quite slim at this point.  So…

I’m a dancer. When I studied the Argentine Tango there was a foundational rule that I believe is true for all leaders: The leader opens the door for the follower to pass through, and the leader then follows. If anyone notices the leader, he’s not doing his job. The goal is to showcase the follower.…

Do FIRST the things you MUST do You can relieve stress, ensure that you make deadlines, and give yourself a greater sense of control simply by following one general rule: Do the things you absolutely HAVE to do as soon as you can do them.  — Or, put another way: Do first the things you…

With 300+ likes and 1K shares, the strategy article 8 things every leader should know about strategy somehow struck a nerve. But as many readers pointed out correctly, it’s one thing to know what strategy is all about, but it’s another to get out there and come up with one. As you will probably agree, there is…

Training successfully educates only those who are predisposed to the new material. Others may endeavor to learn during class but may not permanently adopt it. The problem isn’t the value of information or the eagerness of the learner: It’s a problem with both the training model itself and the way learners learn. It’s a systems/change…

a When there are conflicts in the workplace it is usually because of poor communication or interpersonal communication challenges. Leaders are challenged on a daily basis to interact effectively with others. The most successful leaders are emotionally intelligent agile. They know how to read people and are savvy in their communications. The good news is…