Category: Leadership Development

I came into work today fired up and ready to get after it. When I got into doing the work, it seemed like I wasn’t making any headway. Thinking about all that I needed to get done overwhelmed me. I wondered if any of it would truly make a difference. Before long, I didn’t feel…

I just got done re-reading Start With Why, Simon Sinek’s incredibly inspiring book on inspiration. I still remember where I was when I started to read it for the first time. It was around 2011 or 2012. I can vividly remember the Starbucks I was sitting in Elk Grove Village, an industrial/manufacturing area of Chicago.…

A process is necessary to bring about the change you seek to make. The sales process is the steps we go through to grow sales. The defined steps we take a customer through to either land new accounts or expand existing ones have similarities to Systems Theory. My favorite quote on Systems Theory is: “Every…

Previously we discussed the importance embracing the facts and data of reality. Dallas Willard beautifully said somewhere, “Reality is what you run into when you are wrong!” These external realities orient us. When we come to the edge of ourselves, we reach a limit in our performance. It is time to take a look inside…

I was swinging through Nashville this week and had to hit up Martin’s BBQ. Their ribs are championship level. We were seated by the railing on a raised part of the dining hall. I watched a guy walk out of the bar and across the dining room. I knew right away; he was Australian and…

I pulled out of the customer’s parking lot and wondered how I would break the news to our CEO. A long term customer, one of our largest, had just fired us. The account was on the rocks for a few months as we negotiated a new contract. I was given the account and sent in…