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Know the “Why” Behind Client Needs and Avoid Costly Surprises
The most seasoned sales experts often miss this critical step in the sales process: conducting a deep and thorough discovery before jumping ahead to seal the deal. It uncovers exponential revenue opportunities that lie beneath the surface, key selling factors...
Find Your Ideal Client Matches Faster Through Effective Qualifying
I’m pleased to share this week’s newsletter contribution from Jeret Unger, Associate at Kison Inc. & Growth Through Learning. Jeret’s experience in strategic business development and connective branding brings a grounded perspective to what it means to sell with...
How to Engage Prospects in More Meaningful Ways
I’m pleased to share this week’s newsletter contribution from Jeret Unger, Associate at Kison Inc. & Growth Through Learning. Jeret’s experience in strategic business development and connective branding brings a grounded perspective to what it means to sell with...
Free Yourself From the Pressure of Selling And Sell More Than You Ever Have Before
I’m pleased to share this week’s newsletter contribution from Jeret Unger, Associate at Kison Inc. & Growth Through Learning. Jeret’s experience in strategic business development and connective branding brings a grounded perspective to what it means to sell with...
Sales and Business Development: The Career Skill Technical Professionals Keep Avoiding
Too many technical professionals want the benefits of sales and business development without wanting anything to do with the tasks and activities involved in the process. They want better clients. Better projects. More influence. More visibility. More opportunity....
Success Starts with Why and Grows Through Self-Awareness
Simon Sinek’s well-known TED Talk, How Great Leaders Inspire Action, popularized a simple but powerful idea: people and organizations are more compelling when they start with why—their purpose, cause, or belief—rather than only focusing on whatthey do. His Golden...
The Cocoon and the S-Curve: Why the Dip Is Where You Grow
If you’re in a season right now where it feels harder than it should, where progress is slow, or where you’re questioning yourself, I want to give you a frame that can change how you see the struggle. It’s the Boy and the Butterfly, and it lines up perfectly with what...
Don’t Join the “Race to the Bottom” on Fees
I spend a great deal of my time coaching and training technical professionals to become stronger business people. That includes leadership, communication, client engagement, and business development. And I will tell you this plainly: one of the most frustrating topics...
First In, Last Out: A Leadership Standard That Still Matters
Inspired by The Daily Coach newsletter, March 5, 2026. A recent Daily Coach newsletter reflected on the leadership legacy of Hal Moore, whose example was powerfully portrayed in We Were Soldiers. One of the most memorable moments in that story is Moore’s promise to...
What Executive Leaders Can Learn About Business Development from the BDI Group Leadership Roundtable
Recently, I had the privilege of speaking at BDI Group’s semi-annual Leadership Roundtable about an issue I see ignored far too often in engineering, construction, and professional services organizations: proactive business development. These leaders addressed this...
What High-Performing Teams Really Have in Common
When Google launched Project Aristotle, they analyzed over 180 teams to answer a simple question: “What makes some teams consistently more effective than others?” They discovered that it wasn’t average IQ, seniority, personality mix, or even having “rock star”...
What Has Your Genie Goal Taught You So Far?
We’re about a quarter of the way into the year. Whether you feel “ahead,” “behind,” or “barely started,” I want to invite you into something more important than a progress report: A learning report. Genie Goals are not just about outcomes. They’re about who you become...
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