Pandemic Stories
I am a fan of Michael Lewis and would concur with John Williams’ comment that appears on the cover of Lewis’ most recent book, The Premonition: A Pandemic Story (2021): “I would read an 800 – page history of the … Continue reading →
Arnold Tilden
Unnecessary Psychology
My good friend, Duane Stroman, published a book titled, The Quick Knife: Unnecessary Surgery. It was based on Duane’s research where he matched counties based on socioeconomic status and other demographics and found big differences in the frequencies of certain … Continue reading →
Analyzing Sales Conversations – Gong!
Are you old enough to remember the Gong Show? It was hosted by Chuck Barris as a spoof on popular game shows. The key moment was when Chuck would hit a bell thereby giving the hook to a contestant trying … Continue reading →
The Sales Person’s Most Valuable Productivity Tool
Harry Koolen and I met as classmates at St. Lawrence University and have been partners specializing in business development consulting and training for more than twenty-years. We have found that if you ask a business if they have a pipeline, … Continue reading →
The New ABC of Selling
We often kick off introductory sales training with a sanitized version of the opening scene of the film Glenngarry GlennRoss. This is the now famous piece where Alec Baldwin’s character (Blake) demands that Shelly “The Machine” Levine (played by Jack … Continue reading →
Introverts & the Pandemic
Having applied Jungian personality principles to teamwork, leadership and business development for more than twenty years, we decided to ask some of our favorite Introverts for their take on how the pandemic has affected them and their organizations. Paul Gennart, … Continue reading →
Schultz Power Hour: Do These 10 Things
George Shultz passed away last month at the ripe old age of 100. He held four cabinet level positions for three different presidents. As Dan Pink quips in his recent podcast,” The guy just couldn’t hold a job.” For followers … Continue reading →
Are You a Good Communicator?
Knowing of my interest in communication styles, a client passed along an article from Fast Company magazine titled, These are the four styles of communication you need to know (Mckay, Jan 2019). The title intrigued me because we teach four … Continue reading →
New Year’s Resolution for Managers
2020: What a year. One could write a book on all of the historic changes the pandemic brought. But in this brief blog we will just try to scratch the surface on how it has changed the way we work. … Continue reading →
The Single Most Powerful Question a Leader Can Ask
A few years ago, we had a fascinating assignment. Two clients came to us around the same time with basically the same puzzle.“We have seven sales territories. Wherever we assign this manager, sales go up significantly. When she1 leaves, sales … Continue reading →