Cheers from Bournemouth on the southern coast of England where I’m spending week two of my vacation with my wife and kids. Not only is spending time with my family here giving me something to look forward to each day, the anticipation of this trip had a positive pull on me for the last few months. The planning, the anticipation, all of it has given me something to work towards. This is the power of…

Selling is simple. It just requires consistent, persistent, intelligent behaviors.

50 years ago today, a young couple took their vows, pledging to see things through, for better or worse. As the son of these two quirky human beings, I look back at the decades of their marriage and marvel at all they have been through. In particular, while I was in high school, when Dad walked out the door telling Mom he was “done.” Half a century later, they have always found a way to work through their issues and build a stronger relationship. Just a few weeks ago, they bought each other…

On his 95th birthday, it’s only fitting that this humble, yet powerful man be awarded the status of Radical Accountability Hero. His work in dismantling the legacy of apartheid is just one chapter in a legacy that will be spoken of for decades to come.

Happy Birthday, Mr. President! Best wishes for a speedy recovery, a quick release from the hospital,…

There is absolutely no logical reason why customers buying staffing and recruiting services need to spend hours of their time reviewing and interviewing candidates. That is, unless you really stink at what you do.

If your firm is competent at understanding client needs, recruiting quality talent, and making appropriate matches a significant number of your deals should be one and done…one…

Three missed appointments in three days and employees who promise to the resolve the issue, yet, make matters worse. My recent experience is not unique when you search the web and find hundreds of similar stories of empty commitments and poor service.

This segment features companies, organizations, industries, and even individuals who exemplify the power of Radical…

We’re often told not to take things personally, yet, there are times when briefly doing so serves us well. Take, for example, when you learn that a current client bought from someone else. Most likely, that means the customer did not tell you or, more often than not, that you did not ask how else you could be of service. In this instance, one of your competitors got a check that should have been…

Watch many salespeople and you’ll observe the spewing of factoids, details, and feature-benefit chunks of information all over prospective clients. Even leaders often engage in this projectile-like communication as they tell their subordinates what to do and how to do it.

For decades, great lip-service has been given to the idea that we should listen more than talk and that we were given two ears and one mouth as proof. Yet, many spouting this wisdom continue to inundate those around…

Ever notice that some people seem to effortlessly get things done while others struggle? Are those that do this smarter, better at their jobs, or more motivated? In some cases, one or more of these is a factor, however, the most important element is self-command. Those with better self-command achieve more with…

Being married to a teacher, I’m biased, typically erring to a teacher’s point of view. However, when the behavior of teachers is harmful to children, I’ll take the kids’ side every time.

That’s the case in this latest awarding of Radical Accountability Zeroes to the UFT, the New York City affiliate of the American Federation of Teachers, and the New York State…

I’ve just returned from an extended business trip to the Twin Cities of Minnesota where I enjoyed a healthy dose of Minnesota Nice. If you’re unfamiliar with this, it’s a way of being in the Land of 10,000 Lakes. The cordiality and devotion that Minnesotans extend to one another, and guests like myself and my wife, is so commonplace that someone just had to give it a name.

Minnesota Nice…

In my practice of yoga, I consistently deepen and expand my ability to hold poses longer and to stretch just a little further. As a result, I’m stronger and more limber than I’ve ever been in life. In Sales Yoga, we stretch our clients, inviting them to think and even act differently. All you have to do is inquire about the “er” and watch how people suddenly go from disinterest to engaged conversations that lead to sales. For example, if a prospect tells you…

…I’m happy, ask, “What…

This garment factory in the Dominican Republic is paying more than three times the typical wage at similar facilities in the region. Safety and employee welfare are also a focus at Alta Gracia; workers are often seen smiling and heard singing along to the music blasting from speakers overhead.

This rapidly growing…

Looking out at Lake Superior from the North Shore of Minnesota this past weekend, we consistently saw one thing throughout the day — fog. At some points, as we journeyed up the coast, we could see just a dozen or so yards in front of us, necessitating headlights, taking corners with more care, and staying vigilant and completely present to our surroundings. At Split Rock Lighthouse, we saw how this…

Desolate and lonely, you find yourself in a vast space where it seems no one, absolutely no one, can be found. Parched and hungry you trudge on, getting wearier by the moment. You just want to give up, thinking, “this is it. This is where it all ends.” 

No, this is not a vain attempt at channeling Stephen King or Dean Koontz. Rather, the “desert” described above is the mental space that…

Watch how selling is typically done and what you see often defies common sense and logic. For example, in a conversation with a new sales manager on Wednesday, he informed me that he was told by the more tenured sales guys to share a success story when a prospect says they are working with other vendors. When I asked if that would convince him to change his mind if he were the buyer, he snorted and said in an incredulous tone, “Of course not.” “Then why would you do that,” I asked. To which,…

Do you:

1. Check your work e-mail, LinkedIn account, or business Facebook page right before going to bed?

2. Within minutes of waking?

3. Do you panic if you accidentally leave your mobile device that can access the Internet on your desk or at home?

4. Is eating your lunch often combined with texting or surfing the web?

5. Do you find that you must check your email the moment you hear the arrival chime?

6. Are you spending more time on your computer than you spend…