Ten years ago, clients asked me to help their sales teams to perfect their elevator speech. Not anymore. It’s dead. Nobody has time to listen to...
Read moreYou rush into your office early at 7:30 to get a jump on the day. Your overflowing inbox shows several emails marked urgent. But they’ll need...
Read moreWhether it takes 7 seconds or 17 minutes to make a first impression, people always seem astonished at what idiosyncrasy causes the gut reaction. That...
Read moreSalespeople are typically the nicest people in the room. They ask about your family. They laugh at your stories. They empathize with your hard...
Read moreNoticing the time on a text message (3:04 a.m.) that came in from a Millennial one morning, I asked if he had been working that late. “No, I...
Read moreNo matter the topic, there’s always the flipside. Politics? The liberal view versus the conservative view. Religion? Scores of...
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