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I often notice this when coaching salespeople: You talk too much. And the more you talk, the more you get lost in the details. Technical details. Company history. Features. Secondary cases. Everything… except the essentials. Talking a lot creates the illusion of expertise. In reality, it dilutes the value. A customer isn’t buying a flood of information. They’re looking for clarity […]

This photo was taken when I was a Second Class Ensign at the Marine Fusiliers School, where I commanded a section. Along with a few fellow cadets, we had volunteered to take part in trials of new assault boats intended for the marine commandos. Our role? Essentially to “add weight” so that […]

The word "courage" comes from the Latin cor, the heart. And that's what it's all about: having the heart to face discomfort, to stay the course despite pressure, to dare where others remain silent. In a constantly changing professional world, courage is no longer an option: it's a responsibility. 1. Say what you [...]