Stop Selling and Add Value
I was subjected to one of the worst "sales" presentations I've ever witnessed yesterday. In fact, so much so that I decided to author this post as a reminder to those who still don't understand that generating new business relationships is not about selling - it's about establishing trust, rapport, and the creation of value without selling. What I'm about to espouse will cause many an eyebrow to…
Diversity and Leadership – Right Topic Wrong Conversation
I have grown quite weary of the politics driving the “Diversity” discussion. Let’s begin with this and see if we can agree on a jumping-off point: Giving special preference to any individual, class, or group to the advantage or disadvantage of another is wrong. Sounds reasonable, yes? Regrettably, many companies are creating operating environments where the opposite is true and conscious bias has…
Leadership & Emotional Control
If the above photo resembles a typical leadership meeting at your place of work then you may want to read this post. FACT: Leaders who lack emotional control won't remain in a position of leadership for long. There has been no shortage of information published on the topic of Emotional IQ or what's referred to as EQ in recent years. After all, being in touch with your emotions, as well as being…
Social Media Responsibility
My wife pointed me to an LA Times story today that made me cringe…The article recounted how TV personality Bill Nye (“The Science Guy”) suddenly passed out while speaking at USC. While this caused a tense moment, he appears to be okay now. However, what incensed me was how the crowd reacted. Witnesses noted the crowd did nothing, they did not come to his aid, and they were of no help to Bill…
Leadership & Veterans Day
Today's post is part tribute, part rant, and part leadership tutorial. The tribute is to commemorate the celebration of Veterans Day, the rant to vent some of my pent-up frustrations about what I view as some disturbing trends, and the leadership tutorial to share what I believe our business leaders can learn from their military counterparts. While my thoughts may seem to be a bit fractionalized…
Great Leaders Make Decisions
News Flash: There is one tell-tale sign, a dead give away that you're a weak leader - I can see it a mile off, and so can everyone else. What is it? Everyone knows you're a lousy leader if you can't make decisions. Sound harsh? Perhaps so, but that doesn't mean it's not the truth. Nothing signals leadership trouble more than an executive who can't make decisions. If you can't make decisions, you…
Buzzwords Aren’t All Bad
Here's an "out of the box" idea - buzzwords aren't all bad, and when used properly in business-speak, they can actually be valuable. The problem is that many people tend to tune out anyone who chooses to use them immediately. The vitriol is so intense that many have taken to trivializing anyone who utters these buzzwords as an incompetent, uneducated, and completely inferior corporate citizen.…
Marketing Success
How do you know when marketing is out of control? Those of you familiar with this blog know that I'm generally a strong marketing advocate. That said, my typical pro-marketing position assumes that certain key fundamentals are in place to ensure that the lunatics don't somehow become in charge of the asylum. In today's post, I'll discuss how to keep marketing in check so that brand focus is…
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