It is so easy to find and connect with someone these days. So easy, in fact, that we often fail at "The Art of the Ask." If you don't know how to ask, no amount of access with help you. Recent grads, inside sales people, eager entrepreneurs, and career changing networkers send countless daily requests for both guidance and time. "I just need ...Read More
Any sales person or Mamet apostle will tell you that ABC stands for "Always Be Closing." It is a now parodied mantra of the motivated sales person. "'A' is for Always. 'B' is for Be. 'C' is for Closing. Always Be Closing"
But as the end of the year is a natural time for reflection and review, the new ABC should be Always Be Changing. Always be growing. Always be evolving.Read More
All of us would do well with a second bite at the apple, another chance to go back and do it all over again. Our mistakes, as much as our successes, define us and can help steer us forward today. With this in mind, here are 10 lessons learned over the last 20 years of doing business that are now part of my thinking. Or put another way . . . during the interview question where they ask you "what is your management or leadership philosophy?" Well, here it is. [View the downloadable slideshow here]Read More
There are few guarantees in life. But in over 25 years of experiencing leadership at large established Blue Chip companies, Silicon Valley startups, regional offices around the world, and seeing a few "Is this legal?" enterprises, there have been a score of moderately good leaders and only a few really great ones. 100% - every single time - the good ones don't even think to ask; the great leaders always ask one simple question.Read More
Traditionally, the CEO has come from just about anyplace but marketing. Companies bent on operational excellence might look to their finance teams or their COO to take the top slot. Organizations focused on innovation might look to a CTO type. Those focused on market share fished in their sales pool for their next big tuna. But rare was the organization that focused on the dynamic relationship between company and customer. Is it time for a marketing CEO?Read More
Efficiency has been replaced by effectiveness. Organizations have awoken to an era of social business, customer centricity, and new ideas of what constitutes a leader.
I recently stood up in front of my colleagues at SAP and professed my 4 greatest failures . . . and the lessons learned from each, which directly led me to the role I have today - helping to change how a world-class brand rethinks our approach to the new marketplace. What was folly just a few years ago is now being taught for the next generation of leaders at B-schools around the globe and in practice in some very smart organziations.Read More
Change agent. Entrepreneur. Innovator. Incubator. Good disruptor/friend Chris Heuer calls them "Work Hacks." Whatever you call them, disruptors the world over have similar traits. Good ones - the professionals - have learned skills that help their ideas become reality. Most disruptors often just feel frustrated that their ideas aren't taken seriously. The worst have a Cassandra Complex and just feel like they can see the future, but are unable to do anything about it.Read More
There are so many great components to this question. “Where” can be location or viewed as status. “Your” can be a personal brand, corporate brand, location-based brand (I’m a Californian, straight up!), etc. “Brand” is loaded with all kinds of misunderstood ideas of what it means to be a brand. For anyone who thinks they don’t have a brand or that it doesn’t need building, well … think again.Read More