Selling is about conversations around what value is and compelling reasons to change. It is also about gaining commitments. Everything you do, including every client interaction, should also be...
I was fortunate enough to attend Harvard Business School’s Owner President Manager Executive Education program. Professor Cynthia Montgomery taught the classes on strategy. Professor Montgomery was Michael Porter’s protégé....
The first time you take a test, you have no idea what questions to expect. The second time you take a test, having already had a glimpse at the...
Sometimes as a writer, the words just come through you. They just fall onto the page, the idea fully formed. This is one of those cases. It’s an “imaginary”...
The organizational development class I was taking at Harvard Business School included a group project. The project was based on a scenario in which all of the members of...
You have a deal that is near the end of your sales process. Your CRM settings suggest that you have a 90% chance of winning that opportunity. You know...