The Rapport Trap
In Good To Great, Jim Collins writes of the liability of charisma, pointing to...
Collecting, Communicating and Closing in a Time of Crisis
In last week’s post Three Steps to Surviving and Thriving in a Crisis I...
The One Word You Need to Hear
There’s a word you need to hear that I’ve been struggling to say to...
Telephone Truths
When speaking to a successful agency business development VP the other day I asked...
Stop Talking! (And Other Rules of Telephone Success)
Win Without Pitching coach Shannyn Lee draws on her years of outbound experience for...
Strategy Traps
Agencies all over the world today are trying to get ‘more strategic’: to position...
New Year’s Themes, Not Resolutions
There is a period in everyone’s development, I believe, where they choose to be...