Frameworks

In complex sales environments, the difference between average and exceptional sellers lies in how well they uncover and clarify buyer needs. A consultative approach drives higher conversion, deeper trust, and stronger long-term relationships.

A plan must pass Goal Clarity, Execution Logic, and Ownership Competency to be a strong plan with a high likelihood of success. Leverage the below 9 tests to know if a plan has what it needs to succeed or where to improve it.

Culture change is not a slogan, a training session, or a motivational speech. It is the sum of thousands of micro-behaviors: which tools people use, which shortcuts they take, how they explain delays, and how they react to new expectations. It is what happens when leaders are not in the room.

As a senior leader, your single most critical skill is creating and maintaining the organizational drumbeat — the rhythm that keeps your company operating with discipline, evolving continuously, and improving with purpose.

When your direct reports are themselves managers or senior leaders, part of your role shifts to meta-management: guiding and evaluating the strategic projects they propose and drive.

In business, your ability to solve a problem or drive a key initiative to completion drops dramatically once you’ve hit the last minute. At that point, you’re reacting, with limited time, emotional tension, and fewer options. Even great decisions only limit the damage.