Building Business Relationships in Today’s Digital World
Business is about relationships. It always was and always will be, even if it wavers from time to time. One hundred years ago, people...
Top 9 Reasons Salespeople Fail
David Letterman has his “Top Ten List.” Stephen Covey has “Seven Habits” and John Maxwell has his “Twenty-One Laws.” Here are my “Top...
Key Trends and Challenges in Corporate Governance
My latest book, Essays on Governance, was inspired by the events of the past ten years which has placed the discipline of corporate...
What Is Engagement? Going Beyond the Buzzword
It's a testament to the power of buzzwords: As recently as a decade ago, if you heard the word "engagement," your mind probably would...
Are you Doing it to Them or with Them & Do They Know?
In the 20th Century, buyers were hungry for the basics, a home, appliances, electricity, their first car, electric tools, televisions...
There Are Profitable Cultures and There Are Not! What's YOUR Culture?
Every organization has a culture. In the vast majority of cases that culture is simply a default culture because leaders have not created...
What's More Important—Engagement or Performance?
Many CEOs don't realize there's a philosophical battle occurring in their leadership ranks. On one side are the performance-oriented...
Why Selling Had to Change in the Last 60 Years
Competition, The “Purgatory” and Urgency A. The Customer is Always King – But it has be win/win We all know the customer is king. But...
What To Do When Customers Aren’t Really Sure What They Want
You don’t need to be told that business is tough. You already know that. You don’t need reminding that your competitors, with their siren...
Corporate Giving Benefits Everyone Involved
Americans are known for their philanthropic spirit, and corporations are no exception. Hospitals, libraries, colleges - our nation itself...
