My first boss in sales, Scott Herman, used to say we were only allowed to have good months and great months. No bad months. Bad months were against the rules. As a rookie in sales, hearing that used to frustrate me. It’s not like I could fully control how I…

“The sooner we become less impressed with our life, our accomplishments, our career, our relationships, the prospects in front of us — the sooner we become less impressed and more involved with these things — the sooner we get better at them. We must be more than just happy to…

I was on a call with one of our sales interns last week and she said the following… “I’m good with asking for the buyer and all that, I just don’t know what to say when I get them. Like, I want to hype them up and compliment them, but…

“You go to war with the army you have, not the army you might want or wish to have at a later time.” — Donald Rumsfeld Lately, I’ve been thinking a lot about how I can be less precious. Let me explain… Last year I flew across the country to…

‘Athlete the lower, body-build the upper.’ I’ve always loved this. What it’s saying is that the legs should be trained for power, speed, and longevity, like an athlete. While the upper body can be trained like a bodybuilder, largely for aesthetics but also for function. We’ve all seen a meme of a giant dude with scrawny…

“There are three universals for this opinion of ourselves. We usually like to think that we’re autonomous and independent… We also like to think that we’re intelligent… the sense that we’re stupid or that people are making fun of our intelligence is pretty difficult for us to accept. And third…

“We tried to be tasteful and collaborative and diligent and mindful of craft and the rest in all the things we did, all the time. Everything counts. No detail is too small.” — Ken Kocienda, Creative Selection If your job was to create a new website for a client, you’d…

Because we can all agree that two truths and one lie is lame — In the framework of the Entrepreneurial Operating System is a standard format for team meetings, called the Level 10 Meeting. …

“Is this still a good time to talk?” “If we’re able to solve your delivery issues, while also staying in your budget, and are able to exceed your quality standards, will you be prepared to move forward?” “Mind doing a once-over on the design and pricing, just to make sure…