Are You Yesterday, or Are You Tomorrow?

In my career, I’ve closely examined many different types of organizations working in different areas. But for all the many differences I see in business perspectives and how an organization is run, I find that businesses tend to fall into one of two categories: yesterday businesses or tomorrow businesses. A yesterday business falls back on […]

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What Are You Afraid Of?

FOMO, or the fear of missing out, is a powerful thing. It’s so powerful, in fact, that learning to utilize it is the cornerstone of every Sales 101 course. And it works for one very simple reason—fear is an extremely potent motivator. As human beings, fear is a fact of existence and has been since […]

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So…Who’s Gonna Fix That? The Problem With Quick Fixes

In many organizations, and certainly within organizations of size, a role tends to arise out of necessity: the fix-it guy. (Author’s note: For our purposes, “fix-it guy” is a gender-neutral term that can refer to an individual of any gender who is routinely called upon to save the day.) This person has a particular talent […]

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Time Is Money, So Invest Wisely

Many moons ago, I was a salesman new to the media world, and I was young, hopeful, and indisputably did not know what I was doing. At another time we can get into the journey of how I got my position without being strictly qualified, but one way or another I was there, and I […]

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The Importance of Answering "What's in It for Me?"

No matter what industry you’re in, at least part of your organization’s core function is to communicate information to your target audience. Whether that’s telling them how to make good dietary decisions or providing information on your latest sale, you are usually seeking a reaction. Because if you don’t understand their perspective, you are going […]

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Attracting Talent: Become "The Other Job"

Throughout literature, television, and nearly any other form of media, there’s a recurring trope of the jezebel: the homewrecker, the other woman, the person who steps in and ruins a happy relationship. Whether this threat is the eponymous Jolene from Dolly Parton’s hit song or Jacob Black of Twilight fame, you’ve certainly seen examples of […]

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The Trend Is the Trend Is the Trend

Isaac Newton’s first law of motion is fairly simple: An object at rest will stay at rest until acted upon by an outside force. Similarly, an object in motion will stay in motion until an outside force stops it or changes its direction. This is a foundational law for our understanding of how matter moves […]

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Is that the North Star or a train headed toward me?

We’re well into the new year, and by now you certainly have some sense of what you want to accomplish in 2023. I know, because it seems like everyone has been forced to identify some goal, direction, or thought for the year. But setting up a goal, or “strategic objective,” is not the same thing […]

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Stop! Knowing When Enough Is Enough

I’m going to give you some business advice that you probably don’t get a lot: Stop. Stop already! Your business is trying to do too much at once—you’re trying to do too much. It’s December as I write this, and it’s a mystical time when contracts end, leases expire, and there’s a strong wind of […]

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Hilton or Marriott: Getting the most out of customer loyalty

Are you a Hilton person or a Marriott person? I ask because this distinction recently came up while my wife and I were at a family event out of town, and the organizer had booked it at a DoubleTree hotel. Upon learning this, I did what a rational, sane person does, and pulled out my […]

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