Insight

What are you really selling?

Like it or not, we are all in the business of sales and selling. If you’re a leader, you’re selling your vision, your purpose and your ideas. If you’re a business person, you’re selling products or services. Parents are trying to sell things like bedtime and broccoli. And, if you’re in a relationship, or you’re…

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4 ways to avoid unconscious bias and situational blindness

Most of what we believe, even with conviction and assuredness, may possibly be completely mistaken or, at least, fundamentally flawed as a result of unconscious bias and situational blindness. Now, that is quite a statement, but it bears thinking about and indeed reviewing with the cold and emotionless detachment of an independently appointed statistician. This…

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When the facts get in the way of our opinions

How do we know something is, in fact, a fact, or even THE facts, or just an opinion we’ve held so long we’re unprepared to give it up? Just as importantly, are those we look to engage just as attached to their accumulated “facts”. One of the most interesting books I’ve read in the past decade,…

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Big wins first

Are small wins just as important as big wins? Depends who you ask. Naval Adm. William H. McRaven famously suggested that one of the keys to feeling more motivated and driving personal success, was to start the day by making your bed. A better strategy, in my opinion, is to start the day with Big Wins First.…

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Need to vs Want to

One of the things that has human beings turning to motivational literature in their multitudes is the difference between “Need to” and “Want to”. Typically, want to doesn’t require a lot of motivation – it’s intrinsically linked to whatever that activity might be. Few of us need to “motivate” ourselves to enjoy a good meal or a…

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The Right vs The Risky

Working with organizations all around the world, I often enjoy asking people provocative questions to have them reflect on what they believe versus what is a default position. It’s a way of teasing out what they really feel about the concept of risk. A question I often ask is, “In a situation, with an either/or outcome,…

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