No Sandbaggers Allowed!
What is "sandbagging"? Sandbagging is a term most often used in the game of golf. In golf it refers to players who either miss shots on purpose or outright cheat by turning in a higher score than they actually shot. This affects the handicap number that is...
How Many Business Partners Do You Have?
"I want to take my business to the next level. We need to grow by 40% this year and 150% over the next 3 years. But..." I heard this from a business owner just last week. His "but" was his concern that his staff wasn't prepared to get it done. They...
Using THIS Four-Letter Word Can Help You Get More Sales
Do you remember the last time you went to a dealership to buy a car? Over the years, my experience never varies. I pull up at the dealership and a sales person literally runs over to my car and tackles me before I even get out. The sales person's first question? You...
Book Summary: “Change or Die” by Alan Deutschman
Talk about a book title that grabs your attention! Quite a few friends and colleagues have recommended this book to me over the last couple of years, in part because they know that meaningful change is difficult to achieve for so many people. The basis for the title...
Fighting Complacency
Prior to the holidays I asked a friend of mine about his business. He told me that he'd had a pretty good year but felt frustrated. For the third year in a row, he had fallen short of his annual goals but felt complacent since he's still doing okay financially. That...
Book Summary: “Selling the Invisible” by Harry Beckwith
You can't see them - so how do you sell them? That's the problem with services. In this classic field guide to modern marketing, Beckwith covers a lot of territory. Christened "a classic" by Swim With the Sharks author Harvey Mackay, this book is a treasury...
Successful Teamwork Begins with One Conversation
It's important to stay in touch with the topic of leadership in business. A wonderful source for me is my network at the Wharton School of Business, my alma mater. The professors and staff at Wharton do amazing work and I wanted to share with you an interesting...
Great Employees Are Like Fine Restaurants
You're out on the town with some good friends hoping to have a great dinner and a memorable evening. There's a diner on the corner and a great Italian restaurant down the street. Which one do you choose? The Diner - Stick to the Basics Want a steak? They've got it....
It’s That Time of Year: Reach your STAR!
Are you really where you want and need to be in your career and your life? It's time for you to assess how 2010 has gone and how to make 2011 (and beyond) as successful as possible. Actually, any time is a great time to evaluate where you are versus your goals, but...
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