If we want to be valued for both the skills that differentiate us and the work that brings us joy, then we must find ways to articulate that value to our customers. Better stories create value.

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Mike is ‘in sales’. He takes care to dress well, to tone down his tie and give a firm handshake. He begins every conversation with a prospective client by first introducing himself and then sharing his perspective about why he’s there. It’s no surprise that Mike is met with hundreds of rejections each year from…

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