Embrace the Tension

By now, you can see that your value-based conversation with customers is going to be very different from what you might be used to. You can already feel the knot developing in your stomach as you begin to imagine how uncomfortable this could get. There’s no way...

Executive Presentations: 4 Ways to Fail

You been working on a major new growth initiative for your company. The prospects for success are good. But it’s time to make some big decisions regarding next steps. Up until now, your boss has been providing the C-suite with progress reports. But today, he’s asked...