August 2015

How to Speak the CEO Code

  CEOs speak a particular language. The language is not English, Spanish, Mandarin, or Hindi. It’s a metalanguage that lays on top of the grammatical languages we all speak. CEOs very quickly recognize who else speaks their language — the CEO Code. Although I didn’t realize it at the time, I was very fluent in [...]

The Single Most Important Skill in Learning to Sell

I’ll share with you one of the single most important skills and lessons about selling. It’s something my sales mentor taught me many years ago. My mentor was quite the character. She was this Pakistani woman who wore skin tight leather pants to work every day while selling to the Chief Information Officers of the [...]

The Biggest Flaw with a Top 5 MBA

Several years ago, I checked the course catalogs for the MBA programs at Harvard, Stanford, and Wharton. I was checking to see if they offered a class in one of the single most important skills one needs to run a company — the ability to sell. Much to my complete shock, there were none. Not [...]