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Welcome to the Future of Selling: My New Ebook, Adapt & Thrive
Do you feel it? We’re competing in a marketplace that’s incredibly transparent, where sophisticated customers have unprecedented access to information. We’ve all seen what happens:...
Advice I Would Give My 22-Year-Old Self Today
Who’s coming with me? Do you remember that defining moment in “Jerry McGuire”? Jerry was quickly fired after distributing an emotion-packed mission statement that espoused...
How to Get Unstuck
I’ve shared the story of my career journey and how I got “unstuck.” In 2009, I made the decision to leave a secure corporate job...
You Are a Total Fraud
I walked off the stage feeling great. I’d delivered a solid keynote that was met with appreciation and positive feedback from the meeting planner. I...
Change Is a Process, Not an Event
“That isn’t you. That isn’t living inside your heart. You let fear take over.” I took another step and then another. The elevation on our...
Teaching Sells
“We’ll compete on price every single time unless our people show up with insight and perspective that has real impact for the customer. I need...
The Puppy Dog Close
Since I am fond of talking about why everyone ignores your email sales pitch, I’m occasionally on the receiving end of examples of awful cold...
My Heart Is in Cleveland Today
I needed help on Sunday morning. I could handle the route every other day of the week but on Sunday the load was too large....
Rethinking Human Resources and the Future of Work
I was sitting in the cheap seats. There were probably 1,000 people in the audience and the speaker was doing a decent job holding my...
Leadership Lessons from the Kitchen of Gavin Kaysen
A short walk. One block from my front door, to be precise. We settled into a couple glasses of red and started with a selection...
Leading People Through Dark Alleys
60 Minutes is a Sunday evening ritual for me. I love the interviews. Charlie Rose is one of my favorites. He hits hard. I recall...
The Crowd Goes Wild
It was game day! A beautiful Sunday afternoon in the summer as we headed to the ballpark. All of us hometown fans were dressed in...