Posted on December 13, 2017
While researching my latest book, I stumbled upon a body of research that changed my perspective on what it takes for a leader to drive innovation, spur excellence and scale his or her organization’s capabilities. The concept is referred to as Leader Member Exchange Theory or LMX Theory. Here’s the idea: Great leaders initiate a …
Posted on November 14, 2017
Last year, an Uber driver was talking me up as he drove me to the airport. I’d just finished giving a keynote address at a conference and still had my badge on. He asked me what I speak about, and without hesitation I replied, “How to be successful at work.” This piqued his interest. “Driving …
Posted on September 28, 2017
In my experience, voracious readers of business and advice books are better leaders. Why? Because long-form reading helps you grasp complex ideas, understand what’s behind them and ultimately put them to work in your lives. When I think about what helped me make the leap from account exec to CSO, I attribute my steadfast commitment …
Posted on August 22, 2017
As companies move to the “Talent Cloud,” the future of teamwork will be challenged. Conference calls fail. Consider a recent study by Intercall, which revealed what people are doing while on conference calls. Yikes! This segues nicely into the obligatory “some of the stranger places respondents admitted to being …
Posted on August 1, 2017
Of all the perspectives I could share with you about leadership, my thoughts about building a strong culture may help you succeed the most. So here you go: Leadership is a matter of taking people in the right direction and one of the best ways to practice it is to shape the culture of your …
Posted on May 19, 2017
At the turn of the century, while reading a book in bed, I made a decision that changed my life. My wife Jacqueline recommended that I peruse Stephen Covey’s 7 Habits of Highly Effective People. She got a lot out of it, and thought I would too. About a week into my reading experience, I came …
Posted on March 20, 2017
Throughout your career, networking has been recommended as a staple of success. So you attend conferences, meetings and parties in order to mingle. As you travel for business, you seek out ways to network, from planes to restaurants. You overcome any introversion and find a way to talk up people you’ve just met. But my …
Posted on March 8, 2016
I’m so excited to announce the 5th book was just published! It’s titled Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges. It’s based on my experience at Yahoo and then as a consultant, where I helped sales teams close hundreds of millions of dollars of deals and account renewals through teamwork. The main idea …
Posted on February 4, 2016
My 5th book is Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges. It offers you a strategy to complete the most complex and important deals you face through collaboration and teamwork. It shares stories from my days at Yahoo as well as consulting engagements I’ve been a part of. It reveals insights from …
Posted on January 22, 2016
About two years ago, I rededicated myself to physical fitness in order to lower my blood sugar and improve my mental performance. I joined the David and Barton Gym in my office complex, hired a trainer and started going three or so times a week. While the whole point of working out was mind-body fitness, …
