When Tjan interviewed global CEOs and senior executives, asking them if they thought their meetings met their intended objectives, they said less than 40% of the meetings did! How does this happen? It’s simple: people are avoidance-motivated. Tjan writes, “…the answer

When Hartman and I started together, he’d often ask me what he should do. To save time and energy, I’d tell him. Eventually, we decided on a different process. When he’d ask me what he should do, I’d say: You know I

When we train sales people, we ask them to focus on the next step, not every step. The next step must be taken before all the other steps are necessary. A journey of a thousand miles begins with the first

Striving to be perfect is self-defeating. Why? Anytime you set an unachievable standard, you guarantee failure. This is how it sounds: We have to wait until everything is just right. And: Let’s do more research and planning. Or: I’m not sure

In a business session, I found myself wanting to interrupt our client. Knowing that interruptions are like stomping on someone’s thoughts, I controlled my impulse. I focused on listening to them as if they were the most important people in the world. They

Reading Jon Westenburg, I was intrigued by his article about how to take control of my business and my life. Here’s the gist of what he said (with some editorial comment). Write a list of 100 things you’ll do in