Problems hijack our attention because they point to something that matters.

What a jammed hospital taught me about broken sales processes. Here’s what’s clogging your pipeline—and how to fix it fast.

How to Avoid Giving Unnecessary Discounts by Asking Better Questions

Ever been at an event where you exchange polite small talk but leave without a real connection? (In my 20's) I used to think networking...

Most people focus on saying the right things. But the ones who get ahead? They ask the right questions. Take pricing, for example. Say...

Ever walked away from a client conversation feeling like they almost  understood your value but didn’t quite get it? The difference...

Did you ever fly a kite as a kid? 🎏 The thrill of getting it into the air was amazing, wasn’t it? 🎉 But it took a few tries, some...

When someone asks, “Who’s your ideal client?” do you focus only on turnover, industry, and employee count? That’s a good start, but it...

When it comes to saying “no” to clients, it’s tough but necessary for good business. Take it from my friend Bob in the hardware industry....

During a podcast interview, I was asked, “𝐖𝐡𝐲 𝐢𝐬 𝐡𝐚𝐯𝐢𝐧𝐠 𝐚 𝐠𝐫𝐞𝐚𝐭 𝐞𝐥𝐞𝐯𝐚𝐭𝐨𝐫 𝐩𝐢𝐭𝐜𝐡 𝐬𝐨 𝐢𝐦𝐩𝐨𝐫𝐭𝐚𝐧𝐭?”...

If you’re in sales or trying to get new customers, you’re facing an “expensive problem”. That problem is salespeople and business owners...

On a business trip in 2019, I experienced a “wow” moment with a hotel staff member that went out of his way to make me feel like a valued...

One of the most powerful tools in business negotiations is to give people the “right amount” of information to help them make a decision....

I KNOW you put in a lot of work into your last presentation and client meeting. The question is h ow much information do you think they...

What did you see in your life as “essential, vital and crucial” before the pandemic? Is that still true NOW, or is it perhaps time to...

Are you letting circumstances dictate your ambitions and ideas? If you feel you are still in survival mode and reacting to your...

Does “better” ALWAYS cost more? As a business owner, you want to find that SWEET SPOT where you get the greatest level of return for the...

Are you using constraints to drive innovation? Chris Godenir, the general manager of The Peninsula All-Suite Hotel by sea point did just...

By pressing your “fast-forward button” you begin to think about your decisions and consequences in three different time frames. Please...

When people ask ‘ what do you do ?’, is your answer the usual business jargon-filled ‘yawner’, or do people lean in and say ‘ WOW, tell...