Posts by Mike Baer

It would not be an understatement to say that we are awash in data. We get reports from all manner of departments through our systems, email, intranet, meetings, conference calls and webinars. Information is everywhere and about everything. If can do it we can measure it and report on it. The result of all of…

Companies that grow have learned a simple lesson: focus on the goal and discard distractions. Pure. Simple. Effective. There is no shortage of things to do, listen to, look at or work on. The question is: does that thing advance you toward your desired outcome or pull you to the side, even slightly? Conference calls,…

One of the simplest and easiest ways to grow is to bring more services or products to existing clients instead of just trying to sell to new customers. I mean think about. You already know the buyers and decision makers and already have a relationship with them. There’s a measure of trust and confidence in…

Very few live above what they accept in life. Not expect. Accept. And those few who do, do it by luck. In many parts of our lives, acceptance is a path to contentment and peace. Accepting ourselves, our families, etc. But in business, acceptance and contentment are the path to non-growth. Growth only happens when…

Rod St Hill (1) Leadership expert, John Maxwell, has famously written, ‘The true measure of leadership is influence… nothing more, nothing less’(2). Ken Blanchard characterizes leadership, ‘As an influence process in which you try to help people accomplish goals.’ (3) One of the most popular undergraduate textbooks on leadership defines the concept as, ‘A process…

I was in a conversation with some colleagues this week about constraints to growth. Now, these are smart, committed leaders in our company and they were struggling with not being able to take advantage of growth opportunities that required an additional hire—the client wants us and we had to say, “No.” Needless to say they…

No doubt that our lives are filled with clutter. Too many things to do. Too many trips to take. Too many meetings. Too many calls or calls to return. Am I the only one who thinks this? I don’t think so. For most people, a cluttered room or house or car or desk creates a…

I’m writing this on the flight home from San Francisco—a beautiful but blighted city. A quick survey of photos of the City by the Bay, as Tony Bennett sang, will demonstrate it’s amazing views, architecture, bridges, water and so on. A truly gorgeous place. Yet, at the same time, the squalor on the streets and…

So I was asked to speak to a sales summit recently and landed on “4 Words.” Simple. Clear. Effective. Knowledge. Spend more time learning your business than you do talking about it. Learn your industry. Most importantly, learn your customers’ businesses. This last point matters because prospects and customers don’t care about your knowledge except…

I’m pretty sure that many of us not only think we can do it all but that we must do it all. My guess is that’s why we often go to bed frustrated, guilty, and already behind for tomorrow. Can I set the record straight?  First, you don’t have to do it all.  Second, you…