Business

Salesmen are at war with their prospects

(Excerpt from How to Sell Anything to Anybody by Joe Girard) But they need what you have to sell. That’s really why they’re there. So they stay. But they’re still scared, because they’ve been told what kind of...

September 16, 2020| Sales Read More

You need to close that sale to get what you want so badly

(Excerpt from How to Sell Anything to Anybody by Joe Girard) But I’ll tell you right now that feeling sorry for yourself is a trap. It guarantees that you’ll keep on losing. It kills everything that it takes to be a...

September 16, 2020| Sales Read More

Lead with optimism

(Excerpt from The Ride of a Lifetime by Robert Iger) Pessimism leads to paranoia, which leads to defensiveness, which leads to risk aversion. Optimism sets a different machine in motion. Especially in difficult...

September 13, 2020| People Read More

Be democratic or autocratic at appropriate times

(Excerpt from The Ride of a Lifetime by Robert Iger) It’s a tricky thing, moving people over to your side and enlisting their enthusiastic engagement. Sometimes it’s worth talking through their reservations and...

September 13, 2020| People Read More

Don’t let ambition distract you from the job at hand

(Excerpt from The Ride of a Lifetime by Robert Iger) I’ve been asked a lot over the years about the best way to nurture ambition—both one’s own and that of the people you manage. As a leader, you should want those...

September 13, 2020| People Read More

BCG Growth Share Matrix

(Excerpt from The Star Principle by Richard Koch) There is a branch of business theory called strategy , which was invented by a new consulting firm, the Boston Consulting Group (BCG), in the 1960s. BCG’s most famous...

September 6, 2020| Investing, Matrix, Strategy Read More

High context communication

(Excerpt from Han Feizi translated by Burton Watson) If the person you are trying to persuade is out to establish a reputation for virtue, and you talk to him about making a fat profit, then he will regard you...

August 30, 2020| Machiavellian, Strategy Read More

There will be resistance to speak up even if the boss is open

(Excerpt from Extreme Leadership by Jocko Willink and Leif Babin) A common misperception among military leaders or corporate senior executives, this was an example of a boss who didn’t fully...

August 30, 2020| People Read More

Leaders must first believe

(Excerpt from Extreme Leadership by Jocko Willink and Leif Babin) In order to convince and inspire others to follow and accomplish a mission, a leader must be a true believer in the mission. Even when others doubt...

August 30, 2020| People Read More

You get the standards you tolerate

(Excerpt from Extreme Leadership by Jocko Willink and Leif Babin) … they must recognize that when it comes to standards, as a leader, it’s not what you preach, it’s what you tolerate. When setting...

August 29, 2020| Execution Read More

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