In his book Character, David Brooks discusses the difference between resume virtues and eulogy virtues. “Resume virtues,” Brooks reminds us, “are those skills you bring to the marketplace—qualities like drive, competition, and gregariousness. Eulogy virtues, on the other hand
Several years back, I began talking with a customer who at first appeared to be my dream client. We met with Jason, the founder and CEO, two or three times by phone and the fourth time for lunch. He asked me to talk with two
Last year, I had the good fortune to see the premiere of producer Jeff Orlowski's documentary, The Social Dilemma, in person at the Sundance Film Festival. The documentary shows how technology companies encourage us to spend more time on their platforms by creating algorithms
When I first started in sales, one day I thought I had done an amazing Discovery. I told my boss about it. "It was amazing", I said
“Are we there yet?” Sorry to break it to you, but that’s what your customers are thinking in 87 percent of all virtual sales conversations.
By now, we’ve all probably had our share of disastrous zoom calls. A few weeks back, I revealed my own epic fail
Just as many around the world were feeling the impacts of impending shutdowns, my business was rocked with a major shift. Within the first weeks of the pandemic, a year’s worth of live keynote speeches and seminars were suddenly canceled. Like an earthquake, the reality
If you’re anything like me, over the last couple of months in quarantine, you’ve probably felt a little “chaotic”, working through your to-do list while (attempting) to juggle working from home, and even caring for kids (phew!).
You have enormous potential to recreate yourself. When you listen to those with opposing views, cultivate the courage to examine your own, and dare to extend yourself, you’ll create the right kind of magic.
Sellers often come to me when they’ve hit a major stumbling block: a great potential client isn’t responding. The last few weeks, it’s happening more often.
