I have just been scanning the book The Ten Golden Rules of Leadership. In the words of the authors: “Leadership is not the same as management.  Not everyone can be a leader. what distinguishes the real leader from a mere administrator is a unique series of perspectives and values.” The authors of this book (Michael […]

Originally posted on Human Chess:
What motivates us to work? Contrary to conventional wisdom, it isn’t just money. But it’s not exactly joy either. It seems that most of us thrive by making constant progress and feeling a sense of purpose. Behavioral economist Dan Ariely presents two eye-opening experiments that reveal our unexpected and nuanced…

There are 3 objections that must be overcome to get somebody to buy: 1. why buy anything 2. why buy from me 3. why buy now Why buy anything? The first objection is showing that not taking action is not a viable option. The problem must be made explicit and brought to the full attention […]

Stories are Predictable “We think of stories as a wildly creative art form but within that creativity and that diversity there is a lot of conformity. Stories are very predictable. No matter where you go in the world, no matter how different people seem, no matter how hard their lives are, people tell stories, universally, […]

The First World War began in 1914. Today marks the day that Britain and Northern Ireland entered the war. Over 9 million soldiers died in the 4 years until 11 November 1918.  Total direct casualties were over 37 million (source). My great grandfather Sidney was in the trenches in the Great War.  He never spoke […]

What is your painful problem to solve? Sales is not about describing your product, your process or your friends. It is about explaining to the buyer a problem that they have, and giving them a glimpse of a world where that problem has gone away. What would it feel like to live in a world […]

At the very simplest, a story is: A character Who wants something Overcomes obstacles to get it An epic story is A character Who wants something massive And is willing to risk everything to get it The real depth of any story is not whether the character achieves the goal but who they become as […]

I often use an exercise called The Lifeline in my teaching.  I found a good summary of the exercise here.  In the exercise people reflect on the important positive and negative experiences of their life. Something that has struck me after all these years of watching groups work on the exercise – it is the […]

It is easy to point out why things are wrong. It is easy to point out why someone or some policy is flawed. It is easy to make a list of reasons why you should not do something. You only get to do this cynicism if you can tell me one thing that you are […]

Resilience

Everyone wants to be Bruce Lee, but few want to put in the 10,000 (or more) hours of practice and preparation.  It is only when the bar is held high that we can consistently put in the practice and push our skills to the highest levels. What makes for an ‘A’ Player? The simplest possible […]

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