Before the age of five, we have learned most of what we need to survive

as human beings.  We learned what is really important not by listening, but by watching what the powerful adults in our life did.  Prior to developing verbal skills, we couldn’t understand what Mom and Dad said, so we paid close attention to visuals, instinctively knowing that...

The world has changed. Cold calling and networking are becoming less relevant

During the latter part of the industrial-age, aligning culture (the collective habits used by a group of people to get things done) in support of TOTAL QUALITY was the key determinant of success—particularly in the manufacturing sector.  In today’s “noisy” and crowded world, inbound marketing has replaced quality the  key success factor—...

If  you’ve ever stood under a high-voltage transmission line, you know

the sound of energy flowing.  A similar snap, crackle, and pop can be heard in high performance cultures.  It’s evident the moment you step through the door. Every employee appears turned on—they are proud of what their organization contributes and are excited to be part...

Classic sitcoms such as I Love Lucy and The Honeymooners earned their

reputation with parodies of inept male female communication.   I have an embarrassing history when it comes to communicating successfully with women.  Two sisters, a couple of grown daughters, my wife and every family pet I’ve owned speak in an estrogen based code—a language...

On February 4-11, 1945, Churchill, Roosevelt and Stalin came together

for a conference at Yalta to decide the shape and fate of Central and Eastern Europe. In what many call a ‘sell-out’, Roosevelt gave in to Stalin’s insistence that Russia be given de facto control over the countries falling inside what he considered a ‘safety...

Much of what experienced marketing and sales managers know about their

trade is no longer producing—buyers are less accessible.  Spending more on traditional advertizing or adding sales boots on the ground could be a losing proposition. The title of a new book by Mike Lieberman and Eric Keils captures the essence this shift—Fire Your Sales Force...

Leadership is all about effective conversations; that is, conversations

out of which certain Results – but not others – are produced.   Conversations are all about speaking and listening.  Following are some helpful distinctions in the area of listening.  Their application will enable you to be more purposeful about designing and bringing...