The Secret Sauce

Business leaders are pressured from all angles. How can C-Suite executives successfully toggle between the busyness of day-to-day demands and the balance so many yearn for? The answer is to find “flow” or “the zone” as some refer to it.

Mihaly Csikszentimihalyi, the best selling author of Flow, The Psychology of Optimal Experience is often attributed to popularizing the concept. Simply put, “flow is the mental state of operation in which a person performing an activity is fully immersed in a ...

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Playing Catch – The Revenue Driver

One powerful skill that exceptional business leaders and top revenue producers continue to hone is the ability to play catch.

Harken back to the classic movie Bull Durham. You may remember the rocket-armed pitcher “Nuke” LaLoosh, played by Tim Robbins. He consistently threw screaming fastballs in an attempt to strike out hitters. His stubborn approach prevented him from considering new options or strategically thinking about how to manage each batter he faced. He remained stuck in the minor leagues ...

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Thoughts are Things

As the year comes to a close, it is a great time for leaders to review progress made and opportunities missed.

Executing a company strategy is one of the most challenging responsibilities leaders face.   A major reason so many businesses struggle to consistently produce desired results is due to a lack of clarity and beliefs in company goals.

There is a big difference between intellectually understanding the company objectives and personally believing the stated goals.

It is important to remember, thoughts are things.  ...

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Carve to Set Them Free

Reflection is a powerful tool. By contemplating history we can begin to plan and even predict our future.

While recently visiting Rome, Italy I personally experienced the massive dichotomy of two very different approaches to life and leadership. Allow me to briefly explain.

The Roman Coliseum is an impressive structure. Over 2,000 years ago 65,000 of the most powerful, “educated” and seemingly “sophisticated” people would gather to watch Gladiators battle beasts. As I stood immediately behind ...

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Incent Freedom

Freebird is the signature song written and performed by southern rock legends Lynard Skynard.

The opening lyrics are as follows.  “If I leave here tomorrow would you still remember me?  For I must be travelin’ on now there’s too many places I got to see.”

When interviewed, members of the band explained the song represents the feelings many people have in their lives.  Feeling trapped, stifled, stuck.  Why the song resonates with so many people is they too want to be as ...

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3 Little Pigs and Business

In today’s rapidly changing, highly disruptive business environment, having an up to date and well developed business strategy and execution plan is critical to long-term success.   In two short weeks the fourth quarter of the year will begin.  Are you ready for next year and the ensuing 24-36 months?

How Well Built is Your Business Strategy?

  • How prepared is your company to address the upcoming disruptions, market shifts and changes in customer demands? 
  • What “wolf” is lurking to take away your market share and ...
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Leading Millennials

A reported 80 million people make up the next surge in market shifting dynamics called the Millennials. Based on recent projections, nearly 50% of all workers will be represented by Millennials by 2020!

Every time I speak with business owners and CEOs the topic of hiring and managing Millennials surfaces. For many Boomer executives, it is believed that Millennials are extremely different than the Boomer generation.

Below is a quick comparison between the perceived Millennial “needs” and those of the Baby Boom ...

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Selling Simplified

There are hundreds if not thousands of books written every year about how to become a more successful business-to-business revenue generator.  Granted every industry is different, however, there are a number of key processes that can be easily followed to achieve desired results. 

Goal Alignment

  • Establish Clear Goals –Take the time to clearly identify (in writing) what your specific goals and objectives are for all targeted accounts.
  • Correlate Your Goals with the Customer’s – On a scale of 1-5 how do your ...
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Creating Credibility

Leaders understand their influence is found not in the position they hold but in the ability to allow others to prosper.  True leaders recognize if their subordinates do not trust them, their ability to influence is circumstantial and temporary.

Leadership mastered is a paradox.  To increase power and influence we must give power and influence away.

Jim Kouzes and Barry Posner in their book  Continue Reading →

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Swinging for the Fences

Over the last several weeks I have met with a number of CEOs and Business Owners. In EVERY conversation, business development and sales generation has surfaced as a primary focus. It is a rarity to meet an executive who does NOT want to increase their customer base.

How then can executives and sales professionals proactively attract new business? Here are a few thoughts.

Singles are More Important than Home Runs – An often overused metaphor, but if every ...

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