Guest article: Four Keys to Exceptional Leaders, T. J. Trent

Stop Passing the Buck. As the former Navy Seal, Jocko Willink says, extreme ownership is a required tool for every leader. Many of our national leaders are setting the wrong example. They are too busy playing the blame game, and their people are suffering. Extreme ownership does not mean we are to blame for everything […]

One Killer Secret to Getting Better In Sales (Or Anything Else)

Before I address how we can get better in sales, or any other career or area of life, let me share that I was honored this week to be included in a list of Sales Influencers: I’m sharing the list for several reasons but one reason is that it’s a clue to how we […]

What Others Want From You But Won’t Tell You

Whether it’s at work or at home, you’re surrounded by people who want something from you. If they tell you what they want, it makes things easier. But there’s one thing that everyone wants from you and it’s the same thing you want from others. William James, the “Father of psychology” put it this way: […]

Motivation: Digging Deeper Into What You REALLY Want

Christmas has come and gone. Did you get what you wanted for Christmas? Was there something you wanted but didn’t tell anyone? But even more important, are you getting what you want in your life? I often tell clients (and myself) that knowing what we really want is often a bigger challenge than most realize […]

Brilliant Communication Advice From a Rapper

“ “Miscommunication is the number one cause of all problems; communication is your bridge to other people. Without it, there’s nothing. So when it’s damaged, you have to solve all these problems it creates.” -Earl Sweatshirt, Rapper Thanks to Alan Weiss, Ph.D. for sharing this quote in his weekly newsletter.

Why We Don’t Perform to the Level of Our Potential

John Foley was a Commander in the United States Navy, a pilot, and a member of the Blue Angels. Now he is an author and speaker about performance and he recently wrote this in his newsletter: “We as human beings don’t perform at our full potential; rather, we perform at a belief level. It follows […]

Outcome Goals Vs. Process Goals

Over the past month, I’ve shared with a few clients the difference between outcome goals and process goals. I’m not sure who first came up with the distinction but it’s an important one. If we consider various goals, such as to get married, to make a sale, to “lose weight”, or to get a promotion, […]

Content included this time: Why Are You Apologizing?

I opened up an email yesterday from a salesperson trying to reach me and he began with, “I apologize if I’m bothering you…” My first thought was, why are you apologizing for doing your job? And, why apologize if you think you can help me in some way? There’s a time to apologize, of course. […]