The phrase “Coffee is for Closers” resonates with anyone who’s seen the classic film, Glengarry Glen Ross. This 1992 movie stars six Hollywood A-list leading men as salesman who work for an unethical real estate outfit. The actors portray fast-talking hucksters who lie, exaggerate, and use a series of con games to goad unwitting prospects…
In this new economy, time is the commodity that is the most prized. Seldom do you run into a colleague or associate who has a wide-open schedule or is looking for a way to fill some empty or idle time in their day. Forced to do more with less, time-crunched leaders push their people to…
It’s 7:14 a.m. The breakfast is scheduled for 7:30 and, so far, I don’t see any of the meeting attendees milling around. Before heading into the ballroom to meet with the AV technician who’s there to help me set up for my 8:30 keynote, I decide to grab a cup of coffee and a light…
Since my new book launched in January, I’ve sent out 273 complimentary copies. I know for a fact that at least four of those books were delivered. These books were not sent out unsolicited to a random list of people I was hoping to engage, but rather to clients, prospective clients, major media contacts, and…
Last Thursday while vacationing with my family in a small Colorado mountain town, I suffered a personal crisis when one of my highly visible dental crowns split in two and fell out. I had Crystal, the receptionist at my dentist for the past 15 years, on the phone in minutes and explained to her the…
When you think back on your days as a high school student, you’ll recall that the majority of the faculty and staff who interacted with you did so in an authoritative and controlling manner. If there was a disagreement or a point of contention, you were quickly reminded that they were the adult and you…
I’m shopping for a refrigerator to replace a custom built-in model that is in my home. Always looking for a bargain, I went online and found a great deal on one through a major retailer. This particular fridge had been marked down because of a scratch on one side, and the way my kitchen is…
You post an entry-level sales position and sort through an avalanche of resumes to find a few that seem worthy of face time. After hours of boring interviews with candidates you know don’t have what it takes to make it in your organization, you suddenly encounter your next rock star. He makes a dazzling first…
Reflecting on those stories that impacted my work in 2011, I found the stories that either confirmed my opinions and beliefs, or challenged them to the core. Agree or disagree, for anyone that employs teens and young adults, these links are worth investigating. Wishing you a bright and prosperous 2012, and a healthy flow of…
Pull any manager aside and ask them to describe the emerging front line workforce and terms like ‘entitled’ and ‘poor work ethic’ will enter into the conversation. I interact with thousands of managers in the hospitality industry each year, and this I can say with certainty. At last year’s CHART conference in New Orleans, a…