Category: Leadership Development

This week, as I wrote this piece, protestors have taken to the streets in the wake of the murder of George Floyd. Not too far from where I live in Chicago, rioting and looting broke out. This post is about bringing others along on the journey of the work you are doing. I am aware…

What if the sales process was like building a house? You only start building once you have a clear picture of what you want it to look like in the end. The architect comes up with a vision, a picture on paper of what could be. Through a series of drawings and a creative process,…

Reliance is the capacity to endure. When we are in the range of our capabilities, work comes effortlessly. Our engagement is high, and we are doing our best work. When our tolerance is high, and the challenge is adequate, we are in the state that Mihaly Csikszentmihalyi calls flow. We have the sense that we…

The sales process is where a selling professional gets the work done. It is the way we deliver value and help the customer to move to an ideal future state. The sales process is a system designed to keep a steady flow of business coming through the door. Having an approach allows us to monitor…

We all know the feeling of being full of faith or aware of God’s presence that makes us feel like anything is possible. The capable and robust sense that I can handle whatever comes my way. The feeling of stability or readiness is not only where we do our best work, but it is also…

There is a reason we flinch and avoid engaging with difficult issues. But avoiding them doesn’t make them go away. It only allows them to build, fester, and become less manageable. Our failure to engage difficult issues is a result of a lack of trust. Think about it, if we knew we could go through…