A Simple 6-Step Management System For Any Executive

When an executive is looking for a way to simplify how they manage their company or a business unit, I recommend the following system that I’ve used consistently over the years. You can use the following simplified 6-step Management System to run a business function and it covers most requirements  Read More >

Organizational Issues That Prevent Effective Leadership

There are several problems that organizations face with a typical/average manager based on research published in the Harvard Business Review.  It turns out that many “leaders” are actually not able to perform a leadership function effectively.  It is a real obstacle for companies if someone who is supposed to be  Read More >

Building Teams: Leadership Lessons for CEOs from 150+ Books on Leadership (Over 20+ Years of Reading)

Here is what I learned reading well over 150+ books on Leadership (over 20+ years of reading)
Over the past 20+ years I’ve always had an interest in Team and Organizational Leadership and have read well over 150+ books on the topic of Leadership (including insights from biographies on leaders like Washington, Lincoln, Churchill, Carnegie, and many modern executives and leaders, etc.).  I think it was only  Read More >

The CHAMP Selling System (& the Book)

It’s been over a decade since I developed the CHAMP Selling System (part of which is the CH.A.M.P. qualification acronym that some organizations use today to qualify Leads and Opportunities). I started working on it after selling at IBM and realizing that I was hoping for a different and more  Read More >

3 Phases of Opportunity Management

In every Sales Pipeline you have multiple stages of the Sales Process but there are 3 over-arching phases of managing every Opportunity (aka “managing a sales cycle”). Opportunity Creation I use the PIF approach Opportunity Pursuit Opportunity Closing These 3 phases are the big part of selling.  In each one you  Read More >