Ideas that Matter

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Only 1 in 3 Ever Master Sales

Only 1 in 3 Ever Master Sales

The Idea: Research published by  Harvard Business Review  has identified something most of us experience each day: the majority in the sales profession are ineffective and are not creating value in the eyes of their customers. The study uncovered that salespeople can be sorted into 8 distinct groups: 3 of the groups, or 37 percent, are effective and only 9.1 percent ever truly master this art form.... read more
You're a Mess

You're a Mess

The Idea: According to Forrester Research, only 8% of companies have strong alignment between their sales and marketing departments. And many organizations are not even aware that they are lacking in this area. When sales and marketing are not aligned, culture gets crushed, energy gets wasted and all types of internal problems get amplified. To... read more
A Perfect Question

A Perfect Question

The Idea: Did you ask a good question today?    Isidor Rabi, Nobel Prize winner in physics, once shared ''My mother made me a scientist. Every other Jewish mother in Brooklyn would ask her child after school: 'So? Did you learn anything today?' Not my mother.... read more
Contagious Brands

Contagious Brands

Many purpose-driven brands are growing 10 times faster than larger established (non-purpose) brands and purpose driven companies return six times more to shareholders than explicitly profit-driven organizations. While many brands talk intimacy, they fall short in understanding the deeper “unstated” consumer... read more
Some Habits Are Deadly

Some Habits Are Deadly

The Idea: Phillippa Lally, a researcher at University College London, published a study in the European Journal of Social Psychology, analyzing how long it takes for people to form a new habit. On average, it takes 66 days before a new behavior... read more
How Do You Show Up?
I Respectively Disagree

I Respectively Disagree

The Idea:  In this world of tribal, social, and political debate, I feel I have lost some of my ability to patiently disagree with others in a balanced and healthy way.  I am not as objective, nuanced, or poised as... read more
A Mental Roadblock

A Mental Roadblock

The Idea:  Almost one hundred years ago, scientist and philosopher Alfred Korzybski stated that “the map is not the territory.” In other words, our beliefs are not necessarily reality. What we “believe” to be true and what is “actually” true rarely aligns.... read more
Only 3 Percent Completely Trust You

Only 3 Percent Completely Trust You

The Idea: Three percent of decision makers “completely trust” sales people, according to a study conducted by HubSpot Research. Truth be known, most people don’t trust most people. Recently, I conducted research on the quality of relationships and level of trust between... read more
Constant Discontent 

Constant Discontent 

The Idea: The American Customer Satisfaction Index recently ranked Amazon #1 for the eighth straight year. The prestigious Harris Poll shared their annual Reputation Quotient which listed Amazon as #1 for the third consecutive year. Amazon’s CEO and founder Jeff Bezos... read more
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