Most sales people have a traditional sales funnel designed to churn through hundreds of thousands of leads. They start with their total addressable market (TAM), narrow their suspects down to prospects, and convert some percentage of those...
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There is often an inherent conflict between being productive and being proactive. When our days are consumed by client demands, nonstop emails, and internal meetings, it can be nearly impossible to find the time for self-development. How ironic...
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According to a recent study by McKinsey Global Institute, the average American worker spends 28% of the workweek reading and answering email. I don’t know who McKinsey surveyed for this statistic. Most of the people I know feel like they spend...
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Star Wars fans of all ages will head into theaters in the coming days to watch Star Wars: Rogue One. I have many favorite moments from this franchise, one of which is Yoda’s advice as he is training an exasperated Luke Skywalker. He tells him to...
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This week Americans enjoyed a four-day workweek thanks to Labor Day. While I appreciated the long weekend, I must confess I didn't give much thought to the significance of the holiday. In case you too need a refresher, Labor Day—established...
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While productivity and momentum are common themes in this blog, it's also important to note that occasionally the most efficient thing to do is nothing at all. I'm not talking about spending a weekend binging on reality television over a bag of...
[...]Last week, one of my clients told me what he enjoyed most from our coaching sessions: nothing. It caught me off guard until he explained that as a managing partner of a busy law firm, he almost never gets the opportunity to stop working for an hour...
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Somewhere in Hollywood, a screenwriter is writing that scene in which the cheating husband gets caught with his pants down and blurts out the classic line, “Honey, wait… it’s not what you think.” And yet, for all its popularity, the cliché...
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