Be the Change

Be the Change

One of the most common things I hear from leaders working on ways they can be more effective is, “The problem is, the levels above me don’t work in this way. It’s very hard to implement these behaviors when the leaders at the top aren’t behaving this way.” The kinds...
Curiosity!

Curiosity!

It was nice to see a playful kitten with the spirit of Curious George on the cover of The Harvard Business Review about a year ago. My colleagues and I have long touted “curiosity.” From my perspective, curiosity is critical. It’s not just the backbone of...
Trust: A Salesperson’s Ultimate Blindspot

Trust: A Salesperson’s Ultimate Blindspot

The following is adapted from Moving from Models to Mindsets. In business, trust is everything. Customers assess your behavior one way if they trust you, and another way if they don’t. If you talk about your products and services with a customer who doesn’t trust you,...