As a rule, I don’t get involved with online discussion groups. They just seem to be a giant time suck. But, I broke that rule recently and got embroiled in a fairly hot and contentious discussion. I belong to a … Continue reading →
I like Carol Dweck’s science more than I like her “popular” writing. Let’s begin with the former. Dweck and her associates (1995, 1998, 1999, 2002, 2005, 2006) conducted ground breaking research on the relationship between subtle linguistic cues and motivation. … Continue reading →
Culture will beat scheme every day.” – Chip Kelly As a rule, I try not to contribute to the sports is a metaphor for life view. It is already oversubscribed. But, there is an exception to every rule and I … Continue reading →
This blog is a follow-up to the last post where I reviewed Susan Cain’s Quiet: The Power of Introverts in World That Can’t Stop Talking. It was twenty short years ago when we started working with the Jungian model that … Continue reading →
In Quiet – The Power of Introverts in a World That Can’t Stop Talking, Susan Cain recounts her personal journey from Wall Street lawyer to acclaimed writer with a burgeoning consulting practice. Along the way, she learned to leverage her … Continue reading →
Did you know there is an industry out there that will match extrinsic rewards to a company’s culture and thereby drive performance? They call themselves “full service incentive firms” and claim to motivate and help retain employees with items like … Continue reading →
In the last post, we raised two questions that emerge from the closing scene of the film, Wolf of Wall Street. In it, Leonardo DiCaprio’s character is introduced to a small group as the world’s greatest sales trainer. He approaches … Continue reading →
In the closing moments of Wolf of Wall Street, Jason Belfort, played by Leonardo DiCaprio, is introduced to a small group as the “world’s greatest sales trainer”. This title is newly minted as the one time Wolf of Wall Street … Continue reading →
Malcolm Gladwell has now written four best-selling books: Tipping Point, Blink, Outliers and the recently released, David & Goliath. If you are unfamiliar with Gladwell, I commend him to you. His contribution is to capture interesting research and then relate … Continue reading →
Until the late 1980s, common sales practices were to push product Features-Advantages & Benefits (FAB) and then to try to manipulate a “Close” by employing clever scripts. Some of the best companies in the world (GE, Xerox, IBM, and Exxon) eventually … Continue reading →