Changing Human Behavior, Yours or Someone Else’s

Published on September 24, 2018 by

If you're human, there's been a time when you've tried to change something about yourself or your team at work or in your family  and you've failed.

Welcome to the club!

If you're a leader or manager, you can remember a time (or many times!) you wanted to pull your hair ...

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Is This Why Salespeople (Or Anyone Else) Fail to Take Responsibility For Their Lack of Sales?

Published on September 12, 2018 by

I’ll never forget the morning I was in an emergency meeting called by the regional sales manager for the very large and well-known company I was selling for many years ago. I drove to the meeting in a company car that was a part of my compensation package. I loved ...

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Advice is Worthless But This Is Priceless

Published on August 28, 2018 by

Former Naval Admiral William H. McRaven, ninth commander of U.S.Special Operations had a video that went viral of his commencement address, "Make Your Bed, Change the World."

He begins by saying "If you make your bed the first thing in the morning you will have accomplished the first task of ...

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The Number One Reason We Haven’t (Yet) Fixed Our “Lack of Sales” Problem

Published on August 26, 2018 by

For the most part, salespeople know what to do to increase their sales.

They know to prospect more, listen more than they talk, ask for the sale, gain commitment along the way, sell on value and not price, and so on. They KNOW these things.

They just don’t DO these ...

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Three Ways Change Can Be Easier and Faster

Published on August 14, 2018 by

What's the number one thing we hear most about change? Here it is: "People hate change."

Yet, everywhere we turn people talk about how they want things to change.

Sales leaders want more sales. Managers want their teams to pick up the pace and do better work.

We want our ...

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Elite Performers Aren’t Superhuman: Here’s What They Do

Published on August 12, 2018 by

Most people see others who have achieved the "impossible" and wonder how they pulled it off. I have some insight into this from my former days as a psychotherapist and the past decade of being a coach in the corporate world and to private clients.

I've been a therapist and ...

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Happiness Fuels Performance (It’s Time We Took Our Heads Out of the Sand)

Published on August 10, 2018 by

We’re in a challenging market that makes it harder for companies to find the talent they need. Now is the time every leader and manager should be thinking, “How can we improve the performance of the employees we currently have?”

Given that, it’s time leaders paid more attention to the ...

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Happiness Is A Damn Good Litmus Test

Published on August 8, 2018 by

I define happiness as feeling positive about yourself and the progress you're making in key areas of your life. Think about your work, your significant relationship, your goals, and even your big dream. These are all things that can and should contribute to our happiness and sense of well-being.

But ...

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A Powerful Tool for Performance

Published on June 29, 2018 by

I'm reading a great book now, Chasing Daylight: How My Forthcoming Death Transformed My Life by Eugene O'Kelly, the former CEO and Chairman of KPMG. one of the top accounting firms in the world.

Mr. O'Kelly tells the story of years ago when he ran the famous San Francisco Bay-to-Breakers race ...

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The Power of E + ER = D0 to Change Your Life

Published on January 21, 2018 by

Jack Canfield either originated or popularized the formula E + R = O: Event + Response = Outcome.

The problem is most people respond to a challenging event with an automatic, subconscious response:

E + AR = O: Event + Automatic Response = Outcome.

We could also call our Automatic ...

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