In its essence, leadership in an organizational role involves (1) establishing a clear vision, (2) sharing (communicating) that vision with others so that they will follow willingly, (3) providing the information, knowledge, and methods to realize that vision, and (4) coordinating and balancing the conflicting interests of all members or stakeholders. A leader comes to the forefront in case of crisis, and is able to think and act in creative ways in difficult situations. Unlike management, leadership flows from the core of a personality and cannot be taught, although it may be learned and may be enhanced through coaching or mentoring. I'm here and ready to lead.
For salespeople, the current economy and the rise of the Internet pose a gritty one-two punch. If you work on commission, the Great Recession is more than likely a body blow to your paycheck. Meantime, technology is transforming the sales environment, delivering more product knowledge than ever to consumers – providing much of the pre-sale value that sales pros used to deliver. While that doesn’t herald the end of the sales profession, according to Wharton faculty member Linda Richardson, it suggests that companies...
The Rower Roz Savage solo rowed the Pacific and Atlantic Oceans—the first woman ever to do so. Before she rowed across two oceans, Roz Savage was a management consultant, working 14-hour days in London. “There has to be something more adventurous,” she thought. “I’m not getting any younger. Why not get on with it?” So she did. In 2005, Savage paddled the Atlantic in 103 days, battling several storms in one of the worst seas on record. This year, paddling to increase awareness of the ocean’s plight and show...
Yesterday I wrote about how to talk to investors about your competitors. In short, acknowledge they exist, be transparent about strengths & weaknesses and use your differences to talk about how you want to position yourself in the market. But more important than how you talk about them, how should you actually treat your competitors? Conventional wisdom in most companies is that “the competition is the enemy” – it’s the rallying cry to dig deeper, get more features out the door, issue press releases citing differences...
You don't often attend an NFL game to bring home a profound insight about marketing. But that was my good fortune last week at Massachusetts's Gillette Stadium, where 50 or so CMOs and CEOs gathered to discuss the impacts of digital, social, and mobile media on marketing. This heady event was sponsored by Arnold Worldwide, Marketing50, and Spencer Stuart. Participants came from retail, financial services, packaged goods, and high tech. And, yes, celebrities were present: "The Donald" showed for a pre-game photo...
You can never be too prepared going into a meeting and you might as well not go at all if you aren't going to take the time to prepare. I have a meeting with a potential client for an important keynote speech in late January. I can do this speech and present myself blind-folded, with my hands tied behind my back, but so can most speakers. What I do differently is prepare specifically for the people I am meeting--something you can do whether you are a speaker, in sales, a consultant or looking for a job. Here are...
I believe it is not just a logo or a name that establishes a company’s identity, but rather a collection of feelings, attributes, promises and expectations that a name symbolizes. Much like a human relationship, a brand should meet expectations, deliver on its promises and remain true to its ideals in order to build trust. I strive each day to reflect my core values to inspire, share, evolve and exceed; all the while, maintaining a “100% jerk free” policy. Leadership is in my blood and carved in my DNA. These next 10 years will be my time to lead. Who knows I might be the next captain of your Sales organization. Get to know me here.
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