Management is about human beings. Its task is to make people capable of joint performance, to make their strengths effective and their weaknesses irrelevant. ― Peter F. Drucker, The Essential Drucker While researching my new ebook Accomplishing the Impossible: Lessons from the Apollo Space Program, I made some fascinating discoveries. For example, did you know ... Read Post

With relationship building finally climbing to the top of the “priority” pile in B2B marketing, we have a lot to celebrate. It’s taken years for the twin sheens of spam-blast email campaigns and the “inbound with significant ROI” pipedreams to wear off, but it finally has. And here we are, starting over again as more ... Read Post

What makes someone an effective presenter? Why do some salespeople seem to effortlessly captivate their buyers, while others struggle just to keep them awake? What an ocean of research has identified is that the way something is presented shapes how it will be perceived and whether it not it will be acted on. In other ... Read Post

In any meeting with more than 2 people – you’ll find that there will be present both an ally and an antagonist. They come from opposing points of view to their own needs and certainly to your offering. But more – the antagonist really wants to be heard. He or she has a point of ... Read Post

Building anything well takes time, perseverance, detailed planning and trials. It doesn’t happen overnight. As I discovered when I was researching the incredible Apollo program for my recent ebook Accomplishing the Impossible: Lessons from the Apollo Space Program, the Apollo program was built step-by-step, layer by layer. As you’re building something, you’re experimenting—not with the ... Read Post

Excelling and standing out in anything requires a game plan and relentless execution. In sales, I learned that these simple actions taken EVERY DAY boosted my sales performance and yielded amazing results. #1: Check your performance dashboard to see where you are year-to-date. Keep your targets in front of you and look at them constantly. Where are you ... Read Post

A prospective client’s digital presence can literally be the gateway to closing sales—if you know how channel your message correctly. In a world that is literally chockfull of means to market your product, what can you do to make sure you are capitalizing on every opportunity to close sales? First of all, you can’t be ... Read Post

The world of the future will be an even more demanding struggle against the limitations of our intelligence, not a comfortable hammock in which we can lie down to be waited upon by our robot slaves. ― Norbert Wiener, The Human Use Of Human Beings: Cybernetics And Society In researching my new ebook Achieving the ... Read Post