A few weeks ago I told you there were five distinct sales identities most founders operate from — and then I left you hanging. “More on that another week,” I said. This is the week. But fair warning before we start: four of these five are the same problem wearing four different disguises. See i...

I didn't know I loved planting flowers until we moved into a house that came with flower boxes. That first year of planting season, I agonized over what to plant where, convinced there was a "right way" to do it, and that all the spaces needed to be filled at the beginning (not realizing the gro...

Have you ever hit a major milestone — the kind you worked toward for months or even years — only to find yourself wondering why it doesn’t feel the way you thought it would? You achieved the goal. You got the recognition. You reached the level you were chasing. So why does it feel… heavier than...

You and I both know that a full pipeline is the only thing standing between you and a stress-free finish to the year. Recently we talked about how you finish the back half of the year — whether you close it out like the Knicks or fizzle out at the end like the Spurs. Strong finishes don't happen ...

It's halftime of your business year. Six months down, six to go. So here's the only question that matters this week: based on the first half, are you the Spurs or the Knicks? If you watched any of the NBA Finals, you already know why that question isn't rhetorical. Imagine you’re on the road, ...

After a recent mastermind, something I've known intellectually finally landed: success isn't about piling on more—it's about peeling back what no longer serves. Here's what I'm learning as I simplify and refocus my business, and I hope it helps yours. The thread I keep pulling on: somewhere alon...

Over the holidays—during what we now know was the calm before the storm—I watched a series called The Playbook: A Coach’s Rules for Life. One of the coaches featured was Doc Rivers, reflecting on the 2008 Boston Celtics championship. A team that hadn’t won in 22 years. A team stacked with talent...

There was a time when being underestimated was my edge. My sales manager leaned back in his chair, arms crossed, with that look—the one that said he was about to enjoy this. "You can't close that account. And there's no way you're hitting that number. You're a girl." He came from a family of si...

Last week, I said goodbye to Lyle. Sixteen years old, ten of them with us. A rescue dog who chose us as his second home and spent a decade teaching me more about life and business than I ever expected from a Westie with a persistent bark and an even more persistent heart. For years, I resisted g...

There's nothing like a gathering of good friends to lift you up and add perspective. Radio brought us together. Friendship has kept us together for 30 years. We used to see each other daily, hear each other's phone conversations, cheer each other on, console one another in the low moments. We've ...