When your facts are wrong, run a correction

In my last blog post I talked about the Platinum Rule (do unto others as they would have you do unto them) and attributed it to author Mark Sanborn. One of the comments to the post from my good friend Steve Farber suggested that Dr. Tony Alessandra was the actual creator of the concept. After …

Obey email preferences

Welcome to all new blog readers. I’m sorry to take a week between posts, but my lecture circuit work is furious right now. Newport, RI–San Jose, CA–Vancouver, BC and Fort Worth in the last week. If you want to have a productive relationship, especially with someone of power, obey their preferences when it comes to …

Have a “by Friday” habit

Many of us live most of our business life in a 90 day box. Others are lucky enough to live on a calendar year basis. I’ve worked in one sales organization that was fanatically driven by the weekly total. This goes back a few years, but I can remember it well: Three bad weeks and …

Develop a sincere interest in others.

One of my favorite sayings is an adaptation of a Dale Carnegie quote: “You will accomplish more in the next two months, developing a sincere interest in two people than you will accomplish in the next two months, trying to get two people interested in you.” This has been my experience, not just in my …

Make Yourself Emotionally Attractive.

Stanley Marcus Jr. gave me one of the best pieces of business advice I’ve ever received. He and I were having lunch in Dallas, discussing the new economy and all of the opportunities it brought to the world. His acumen in retailing was incredible, yet his people skills were even better. I had just outlined …

Just ask yourseslf, does this scale?

I just returned from a speaking engagement in Toronto. While in town, I met with a bright young inventor who has a new product going into retail stores in October. Even though he isn’t affiliated with any major distributor or manufacturer, he’s getting hundreds of thousands of pieces in the stores. How? He spent over …

A Mission Statement that rocks: The End of Suffering

One year ago, I gave a talk at ADP’s annual sales rally in Las Vegas. The talk was for about 600 sales professionals. There are a great bunch of people. They want to make a difference in the world, just like you and I do. I decided to adapt the following essay into the talk. …

Strategy for your next meeting: Listening

Our business life is comprised on projects and meetings. Mostly, it all comes down to project planning and execution and meeting producitivty. If you get both of these right, you can really make a difference. This post regards meetings. In my experience (hundreds of conference room meetings), most participants don’t listen very well. You think …

When a book should have just been an article: The Barticle

Have you ever purchased a business book and twenty pages into reading it, you realized that it should have been an article instead? I call these barticles (pronounced bart-ick-elz). You know, the authors took a 4000 word article and spread it out to 180 pages in large type and sold it to you for twenty …

Don’t write War and Peace over email.

More than ever, less is more when it comes to words in our email Inbox. Did you know that the average information worker (like you and me) reads the equivalent of a novel every two days? And we read it at lightening speed, scanning it in from a computer screen. Sometimes it is not the …