What the ant and the elephant teach us about leadership

I am great believer in the power of the parable, the fable, the story, the case study. I use stories frequently in my talks, sessions and in my writing. When people hear an inspiring tale that they can visualize, it helps them to remember the moral of the story and the lesson to be learned. Read more

How to find the right sales coach

The Sales Playbook is one of my favorite topics. So, when the Corporate Executive Board and their Sales Executive Council (SEC) announced their most recent research was entitled Rewriting the Playbook, How High Performers Win the Consensus-Based Sale, I was one of the first to register for the event highlighting their findings. Read more

How to prepare for “cultural fit” questions, Part 2

Last time, I raised the question of how to prepare to interview in a way that illustrates the all-important cultural fit with a company. What makes this a complex issue is that having a strong set of values that guide your actions and explaining those values are two different things.

Read more

Before the interview, think about your values

The big interview is approaching… How did you land it? Someone may have referred you. You could have submitted a resume to an online job site. Or, you may have been tapped on the shoulder and asked to go for the big promotion in another division. No matter how it began, you are there because — on paper — you are qualified. Read more

The art of the tell, Part 3

This is the third in a series of lessons from Peter Gruber, a producer and executive producer of movies such as Rain Man, Batman, The Color Purple, Midnight Express, Gorillas in the Mist: The Story of Dian Fossey, The Witches of Eastwick, Missing and Flashdance, which have earned over three billion dollars worldwide and more than 50 Academy Award nominations. Read more

The art of the tell, part 2

In the last post, I shared stories from Peter Guber, who has long relied on purposeful storytelling to motivate, win over, shape, engage and sell. His executive and entrepreneurial accomplishments have made him a success in multiple industries. Today’s post extends Peter’s lessons! Read more