I heard someone suggest that the theme song for the last decade should be Brenda Lee’s classic, I’M SORRY. It would be hard to argue the point. It has been a tumultuous ten years with much of the pain the result of human avarice unconstrained by internal values. You can point a finger directly at the culprit; the absence of value-based leadership.
Dov Seidman, CEO of LRN, an organization that helps companies build ethical cultures, was featured recently in Tom Friedman’s column in the New York T… Continue

"Would you be comfortable in introducing me?"

It's no secret that what makes a referral so incredibly attractive and desirable is that it is, for the most part, a warm lead. That is, when you approach a referral, there is less of a need to convince or "sell" them. A certain degree of interest, credibility, and comfort has already been established.

Still, many salespeople have a hard time asking for referrals. They figure if they do a good job, word of mouth will take the place of asking for re… Continue