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More Than a Sales Trick – What is WIIFM?

sales pitch

Many sales training programs teach a principle called WIIFM. Have you heard it? Know what it means? It stands for “what’s in it for me?” The concept says a good salesperson must be prepared to answer that question on behalf of the prospect. In other words, if I am the salesperson, it’s not about ME. […]

Burn the Boats – The Toughest Leadership Command

burn the ships

We all like Plan “B” options that afford us an escape when things don’t work out. In 1519, Captain Hernán Cortés landed in Veracruz to begin his great conquest. Upon arriving, he gave the order to his men to burn the ships.

To Be a Great Leader, You Must Inspect What You Expect

Inspect Expect

Inspect what you expect. This is an old saying that I learned decades ago. What does it mean, exactly? And what does it have to do with leadership? Well… Have you been guilty of spouting a directive then letting it die a natural death? We’ve all done it at one point or another—whether accidentally or […]

Why Trust Matters to Leaders; Leaders Build Trust

team trust

For decades, business leaders have been equipping themselves with every book, philosophy, reward, and program the so-called experts have convinced them to buy into, yet companies everywhere continue to struggle with toxic cultures, low performance from teams, and the unhappiness that go with them. Yet how can leaders build trust? From our earliest days on […]

Have You Turned Away from Networking Groups?

networking

We are T-minus 2 weeks into 2021. Are you having fun yet? Have the New Year’s resolutions taken root or been abandoned? People are still trying to make sense of the new normal we call COVID. I’m no different. But today I want to drill down on a topic that has been recurring more and […]

5 Ways Managers Can Get More from Their Teams

You and I both control one big thing in our daily lives. That ‘thing’ is the effort we choose to spend.

Whether it is effort at work, at home, in the gym, on the golf course, fishing, playing sports, or building relationships, we all choose what level of effort is used.

What is Trust Anyway?

Business leaders don’t consciously go about their day specifically trying to build trust. This would be like having ‘building trust’ on your to-do list.

Start Your Own Blog Today

business man using internet on smart phone and laptop

Recently I’ve had clients mention that they may want to start blogging. I wrote this article several years ago and have shared it twice before. But for those just now thinking about blogging, but I am updating it and sharing it again. There are plenty of reasons seasoned professionals should write their own blogs. I’ve […]