How to Coach the Strong Personality: Three Secrets

Damned if you do and damned if you don’t. That’s the dilemma facing leaders dealing with a strong personality on their team. If you do try to coach the strong personality, the whole thing can blow up in your face, causing more trouble than it’s worth. If you don’t try to coach the strong personality, […]

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SOTW: The Right Way to Conduct a SWOT Analysis

One of the most impressive minds in the consulting world today, Alan Weiss, famously wrote that the oft-used planning tool called the SWOT Analysis is “insipid and simplistic” and using it “ought to get any consultant thrown out into the street.” Tell me how you really feel! Alan is mostly right, but partly wrong. To […]

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Beware of This Conversation Killer and Know What To Do About It

38, 53, and 72. Note these numbers and note them well. It was 38 degrees on January 28, 1986 when Challenger flight 51-L launched from the Kennedy Space Center in Cape Canaveral, Florida. The region had been experiencing unseasonably low temperatures that delayed this shuttle mission time and time again. Pressure was mounting, both from […]

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17-Point Checklist for Writing A Great Business Blog

Blogging, once the exclusive domain of hobbyists and technophiles, has become the most important marketing strategy to emerge in the last decade. Here’s why. It allows people the opportunity to get to know you, like you, and trust you before any dollars are on the table. In a very real way, it pre-qualifies interested prospects, […]

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Death of the Salesman and the Rise of Smart Salespeople

It’s the statistic that sent chills up the spine of sales leaders everywhere. It’s not your ordinary, run-of-the-mill statistic that you can shrug off, either. This one strikes at the heart of the very existence of the sales role in business. The statistic was reported by none other than the Marketing Leadership Council, a division […]

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WARNING: Don’t Use Email This Way. Ever.

I look back on it now with complete and total embarrassment. I had been tossing and turning since 2:00 AM, and it was now 4:00 AM. A slight that had been served me became amplified in my sleepless mind into a full-blown violation of my basic human rights. I was incensed! Finally getting out of […]

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