The Business of Life

I recently wrote a blog about the difference between making a living and making a life, in which I encouraged people to focus on making a life (which includes making a living) rather than merely focusing on making a living. From this you might wrongly surmise that I see business […]

The Leader Pause

I recently had an unexpected encounter with one of the audience members in a large group setting where I was speaking. I was not able to read her name tag, and I didn’t hear her (due to my hearing loss) when I asked for her name. As a result, I […]

Reframing Expectations

In my journey over the past couple of years, I’ve experienced an amazing amount of peacefulness and calm (often in the midst of chaos), and I rarely experience stress. When I start telling people about this, I usually get one of four comments or questions: Where are you getting your […]

Are You a Humble Storyteller?

For many of you in sales or business development, you face a regular (or even daily) challenging question: Where’s the line between aggressively promoting your product or service versus arrogantly pitching and pushing your product or service? Similar questions include: What’s the difference between bragging and sharing? What’s the difference […]

Peace on Earth?

You’ve heard it before, especially around the holidays – “peace on earth” (sometimes accompanied by “good will toward men”). This phrase is sometimes used to discuss the concept of world peace. If you’re like me, the concept of peace on earth or world peace can feel and seem overwhelming and […]

How Do You Measure a Year?

If you’re a Broadway fan, you likely recognize this question from the opening song (“Seasons of Love”) in the musical Rent (listen in to hear the entire song). Rent is one of my favorite Broadway musicals for two primary reasons – it’s a love story, and it invites us to […]

What’s Their Story?

I recently came across this impactful statement by author Muriel Rukeyser: “The universe is made of stories, not of atoms.” I believe this is true. Yes, the universe may technically be made up of atoms, but the world that you and I live in is populated by people – and […]

If Your Plate Is Full, Get More Plates

If you’re like me, you have two different experiences with plates. First, when it comes to actual plates and food, you tend to pile on too much (especially at the buffet) because it all looks so good. I fail to think about the fact that I can take smaller amounts […]

Business Development Magic

“Luck is what happens when preparation meets opportunity.” –Seneca (5 B.C. – 65 A.D.) Despite literally thousands of years of recognition that “luck” is something that we create, it’s easy to instead depend upon or hope for fortuitous luck when it comes to developing relationships and business opportunities. As for […]

Zeal the Deal!

Zeal the deal? What are you talking about, Jeff? I’m actually borrowing from the old business / sales saying: “seal the deal.” Typically, seal the deal means doing something to close or confirm an agreement or arrangement. While sealing the deal is important, I’ve learned that it’s much more important […]