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How Underdogs Become Leaders

Like most everyone else who follows the Triple Crown races, I was rooting for California Chrome to win the Belmont Stakes this past weekend. I like that he started...
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How to Lead Competitors

Good sales people are competitive. It’s in their DNA. Their focus is on being the best. Breaking records. Beating out the competition – even if that competition is comprised...
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Sustainable Success Lies in Proactive Leadership

Proactive leadership is when we are intentional about developing our direct reports. We teach our followers all the time – not just when it’s convenient. Our mission is for...
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Get Things Done Through Others

John Craig said, “No matter how much work you can do, no matter how engaging your personality may be, you will not advance far in business if you cannot...
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5 Challenges in the Player/Coach Transition

I recently had a great conversation with a group of leaders each making their transition from player to the role of player/coach. These individuals are learning to find the...
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3 Questions Every Producer Should Ask

One of my favorite aspects about my job is the opportunity I have to coach a variety of leaders who are at very different seasons and stages in their...
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“Guess What? I’m Pregnant!”

What four words can send a leader’s emotions into panic, shock, and fear while still masking a look and response of complete happiness and joy? “Guess what? I’m pregnant.”...
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The One-Two Punch of Sales and Leadership

I used to live by the mantra, “Sales Can Fix Everything.”  When sales processes and sales people are aligned it truly can fix nearly every business challenge. When the...
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Leading vs. Managing… At War or Peace?

You hear the phrase management versus leadership all the time. Just the term “versus” gives us a feeling that the two are at war with each other. Yet, realistically the...
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Perfect Leader Pitfalls

In last week’s post, Too Busy To Lead, we discussed the challenges in establishing a balance between our workload and our leadership responsibilities. Today I’m digging into the mishap...
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