How to Recruit and Manage a Rockstar Sales Team

In last week’s post, I shared some wisdom gleaned from a conversation with sales guru (and my coach) Matthew Kimberley. We previously discussed his advice for sales people. Today we’re focused on Matthew’s take on recruiting and managing sales teams. Recruiting First, talk to your prospect on the telephone. People who are bad at talking on […] See More

July 3, 2017

If You Hesitate, You’ll Always Be Behind

This my third and final (promise!) post regarding Jeff Bezos’ 2017 letter to shareholders. I’ve already written about his high-velocity decision-making and his Day 1 philosophy. Today’s topic is “embracing external trends early,” and it’s an interesting coincidence that yesterday’s big news was about Amazon’s acquisition of Whole Foods. If Prime Pantry was dipping a […] See More

June 18, 2017

How to Decide Like a Bajillionaire

Last week I wrote about Jeff Bezos’ annual letter to shareholders. Most of us in business look forward to reading this missive from the 4th richest person in the world (at last count). He reiterated his philosophy of Day 1 vs. Day 2 thinking, which so far has served him very well. Last week I discussed […] See More

June 12, 2017

Prime Advice From the Master of Day 1

The 20th Amazon shareholders letter written by Jeff Bezos is an annual business must-read. Also worth your time is a good article on Bezos’ letter by Suneel Gupta, Entrepreneur-in-Residence at Kleiner Perkins Caufield & Byers. One of the themes that Bezos has continued to hit on year after year is the difference between a Day […] See More

June 5, 2017

To Be a Successful Leader, Do These 4 Things

The May-June 2017 issue of the Harvard Business Review features a spectacular article, What Sets Successful CEOs Apart.  I urge you to read the whole thing, but here are a few highlights. Between 2000 and 2013, the four authors conducted research on the CEO Genome Project. They noticed in their research that 25% of CEO […] See More

May 30, 2017

What’s Trust Got to do With It?

An article in the January-February issue of the Harvard Business Review covered one of my favorite topics: Trust in the workplace. In “The Neuroscience of Trust,” Paul J. Zak addresses new research which shows the highest trust workplaces are also the highest performing. This isn’t just a theory—it’s well established, with lots of research to confirm […] See More

May 15, 2017

How Do You Defeat A Bad Attitude?

This is the final post on “What Not To Do And How Not To Do It” covering six of the biggest leadership mistakes and how to stop making them. Like the other negative behaviors we’ve discussed in the past several weeks, a bad attitude can manifest in many different ways, often showing up as a combination of […] See More

April 26, 2017

You Know You’re A Loose Cannon When . . .

. . . everyone’s waiting for you to go off. In the past few weeks, we’ve covered four of the six leadership mistakes and how to fix them: excuse-making, bad manners, ego problems, and lying; get ready for the loose cannon. I like to say that this kind of leader is a bullet in search […] See More

April 19, 2017

Don’t Get Caught With Your Pants (on Fire) Down

This post covers the fourth of six leadership mistakes and how to fix them. In the past few weeks, we’ve covered excuse-making, bad manners, and ego problems; now it’s time to talk about lying. When people are found out as liars, the word spreads like wildfire. This can literally destroy your career. All you have […] See More

April 12, 2017

To Be a Better Leader, Get Over Yourself

The third in our series of leadership mistakes and how to fix them, conquering the problem of ego run amok is a tough one—especially for people who are very talented. Ego is often the biggest problem for leaders, and it accounts for about 70 to 80% of the leadership problems I see. This problem takes several […] See More

April 5, 2017