“More sizzle, less steakhouse” is how Chris, a security leader, explained the change in buying and selling in the last two years. It’s a nod to the idea of focusing on the benefits and value of the solution over the expensive meals commonly associated with sales. I...
What problem are we trying to solve? This is one of my favorite questions, and for good reason. It’s useful when working to pinpoint focus. This simple question is equally useful for bringing people back to focus — especially when we need to solve the right problem to...
Good judgement comes from experience, and experience often comes as the result of poor judgement. Our experience makes up our story, the record of our value. Our story captures the characters, conflicts, and resolutions on our journey. With each new chapter in our...
I checked in on a friend recently to see how he was doing. After listing off an impressive amount of achievements, he concluded his week was “All small stuff with no 100% wins.” That blew me away, because he couldn’t see all the progress and growth obvious to me. To...
Do you allow enough time for percolation and incubation when solving problems? Most people don’t spend time on either – and that gets us into hot water. Speaking of hot water, coffee percolators mesmerized me in my youth. I remember the shiny pot sitting on the...
