Every day you hear more on social selling. Questions abound: “Is social selling this?” “Can social selling do that?” I’m constantly amazed how much talk there is about social selling on social media. For many of my midmarket clients, it’s something that they haven’t really thought about. As an entrepreneur,…
Seven years ago, I was experiencing a truly difficult time in my life. I faced problems from every direction: physical, personal, financial and professional. As a result, I was drinking a lot, and of course driving as well. Indeed, when one adopts such a habit, it isn’t long before he gets caught by the police—at least the lucky ones do.
And I was one of the lucky ones.
When I think of Twyla Tharp I think of creativity in collaboration. When I was younger, I was given a book written by Twyla Tharp called The Creative Habit. It was an incredible resource that helped me better understand how creativity was a habit, and habits can be learned. I’ve…
Strong personal leadership is necessary for strong professional leadership. Personal leadership is who you are in your most authentic form. It’s the person who looks back at you from the mirror. I’ve worked with numerous leaders over the years and I found these five personal leadership behaviors to be consistent among…
When you think about why you became an entrepreneur, who inspired you most? What did they say or do that keeps you moving forward, even when the odds are against you? What did your mom teach you about being an entrepreneur? For many of the best leaders I’ve met, they…
Having spent over 20 years working in strategic accounts in many different emerging industries, I’ve learned much about what makes a profitable strategic account. I would love to tell you that it’s the outstanding strategic thinking sales leader who ensures that key accounts continue to grow and thrive over time….
The first key to building a strong key account program is to invest time to better understand your partner’s business. With over 50% of executive leaders feeling there must be a better way, I thought I’d give you several ideas to help you choose the right clients for key account…
Over 50% of CEOs interviewed are unhappy with the results they get from their strategic / key account programs. Talk with your best clients and they can tell you they expected more when they decided to choose a primary supplier to partner with as a key account. How can both…
I was talking with someone recently who was asking the best way to handle a complainer. We’ve all worked or lived with them. As strong personal leaders, we know that complaining is pointless, irritating and toxic. Not everyone has gotten that message though and they seem bent on taking the…
In the first post of this two part series I wrote about: the current and ongoing high numbers and value of mergers and acquisitions worldwide the well-established pattern of a high level – at least 50% – of risk of failure reasons for mergers the need for adaptive leadership In…