Eric Jacobson On Management And Leadership

“Today’s savvy buyers are impatient with old-school selling tactics and stereotypical sales behaviors,” explain the authors of the new book, Stop Selling And Start Leading: How to Make Extraordinary Sales Happen . “Today’s buyers have enormous power and information and more choices than ever before,” add the authors, James Kouzes , Barry Posner and Deb Calvert .   What’s more, there is a large disconnect, for example, between what customers want to discuss in the first sales call versus what sales reps typically cover, according to a   2016 HubSpot Sales Perception Study.   For instance, while buyers most want to talk about : What my company is trying to achieve with the purchase The reasons my company needs to make the purchase My company’s overall goals … sellers most want to talk about : Pricing How the product/service works (a product demo) So, if you sell, you need to read this book. It’ll teach you how to leverage the power of The Five Practi...

Communication expert  Bart Egnal  reveals why jargon is so prevalent in the workplace, and why it usually undermines those who use it, in his book,  Leading Through Language . Step by step, Egnal demonstrates how effective leaders reject fuzzy terminology in favor of the language of leadership. And, by language of leadership, he means using language that clearly and powerfully brings ideas to life for the audience. The book has two parts. The first part examines why jargon exists and discusses its implications for leaders.The second part teaches how to use language that conveys ideas with energy, clarity, and conviction. Egnal also explains that before you think about language you need to adopt a  leader's mindset  using these s ix principles : Begin with vision . You must define the vision as a possibility that others can embrace or aspire to fulfill.Yet, it must be concrete enough that people can grasp it as something clear and achievable. Define y...

With clear caution against stereotyping people by age, Valerie M. Grubb has written an incredibly insightful book on how to manage the new workplace reality . A reality driven by the fact that by 2020, 25 percent of the labor force will be over the age of 55, and Generation Z is just now entering the workforce. All of which will drive a clash of cultures that demands a new management approach. Key takeaways from Grubb's new book, Clash of the Generations , include: Old habits - not old people - kill innovation , and pairing veteran workers with younger ones has proven to spur innovation at many companies. Learning is a lifelong pursuit , and motivating senior team members to develop their skill sets is just as important as mentoring new and mid-career members of the team. Employees and managers worry about job stability, and taking part in developing individualized career plans for your talent is a critical way to retain them . In the book, you'll learn about: ...

You've likely selected your New Year's resolutions and set some goals for 2017. I have. However, I just discovered and read the new book, Life Word , and now I'm going to select my one Life Word. The one word that as the book authors say will significantly impact my life and legacy. Life Word shows you the three-step process for how to identify your Live Word and the "why" behind that word so you can live with a renewed sense of power, purpose and passion . Your Life Word becomes the driving force to align your efforts and eliminate distractions. And, by living your Life Word you create your legacy , defined by what you leave behind that lives on in others. Your legacy is always about the lives we touch and the people we influence. And, as the authors explain, the value of your life and your legacy is revealed in the stories that those who were most important to you--those who knew you best--will tell . In less than 100-pages and something you can read ...

After reading nearly 30 new books about leadership this past year, my pick for  2016's best new leadership book  is,  Mastering the Challenges of Leading Change , by H. James Dallas . Technically, the book came out in the fall of 2015, but gained its popularity and momentum in 2016, hence my selection as my 2016 pick. Virtually every business is undergoing change. And, one of the most difficult things for a leader to do is to successfully lead a change initiative. And, change is what most employees fear most. That's why, says Brown that on average nearly 75 percent of change initiatives fail. What's more... When the rate of external change exceeds the rate of internal change, the end is in sight. Fortunately, Brown has written what I consider to be one of the most straight-forward, practical and timely books on how to lead a transition through change effectively. H. James Dallas More specifically, Brown covers much more than tasks, timing and te...

After reading nearly 30 new books about leadership this year, my pick for  2015's best new leadership book is, Advisory Leadership , by Greg Friedman , Although the book is authored by an award-winning financial advisor and primarily written for professionals in the financial services industry, this book is a must read for any leader who wants to create a nurturing heart culture that hinges on the human-centric values the next generation of employees hold in high regard. And, what exactly is heart culture ? Friedman says, "At its core, heart culture symbolizes how a company values more than just an employee's output. It's not about the work, but rather, the people who do the work." He further explains that leaders can no longer afford to ignore the shift toward a people-first culture and its direct influence on a healthy, effective work environment. Friedman teaches that there are seven steps , based on human virtues we all strive to achieve, th...

Rick Lindquist Millennial Rick Lindquist is making his mark in the business world and enjoying the success of his co-authored 2014 bestseller book, The End of Employer-Provided Health Insurance . Lindquist, in his 30's, is the President and CEO of Zane Benefits, Inc.  He joined Zane Benefits as its thirteenth employee in 2007. He was promoted to Director of Sales in 2009 and took over as President in 2011. Rick received a Bachelor of Science in Economics and a Bachelor of Arts in Computer Science from Duke University. Today, he kindly answered questions about leadership, mentors, his book, and Millennials in the workplace . Q&A with Rick Lindquist, President and CEO of  Zane Benefits, Inc. 1.  Which of your leadership skills helped you most to rise through the ranks at Zane Benefits? Lindquist : Professional will, which is defined in Jim Collins’ famous book, Good to Great. My parents taught me this concept at a young age, and it was r...

During this past summer, Wiley released two new books for leaders and individuals leading HR departments at businesses and organizations. The books are, Lead the Work: Navigating a World Beyond Employment , and Misplaced Talent: A Guide to Better people Decisions . Both are insightful reads. Misplaced Talent was my favorite. That book's author, Joe Ungemah , professes: "I believe we are in a state of misplaced talent . At times, we park our best and brightest staff in the wrong places, where they are either not maximizing what they can do or become at risk of drifting away due to lack of interest in the job. At other times, we can forget what really matters to the organization, placing too much emphasis on jobs and functions that have minimal impact on what a company is tasked to do. And still other times, we bet on the wrong talent to lead and grow our businesses, overlooking employees or applicants who are more deserving and capable." Ungemah explains ...

Two of my favorite quotes from the book, Real Women, Real Leaders, published this past April are: "When you are living the best version of yourself, you inspire others to live the best versions of themselves." - Steve Maraboli "There are three types of people in this world: those who make things happen, those who watch things happen, and those who wonder what happened." - Mary Kay Ash The book features twenty-four women leaders who describe their personal journeys to the top, providing deep insight and a fascinating perspective on "making it" as a woman in the male-dominated business environment.  They discuss their experiences and offer guidance on topics, such as balancing family and career, building alliances, mentoring and being mentored, and overcoming obstacles in the business world.

Soon, I'll be posting a review of and highlights from the new book, Leading With Strategic Thinking , by Aaron K. Olson and B. Keith Simerson . In the meantime, here are the terrific six ways the authors suggest for stimulating your creative thinking: Engage in communities, conferences, or reading outside your typical area of expertise. Set aside time in your week that doesn't involve completing routine tasks. Visit places where you will encounter unfamiliar people, cultures, or ideas. Spend time with coworkers in your organization with different roles. Debate commonly held ideas or question assumptions about your work or business. Imagine a situation in which you (or your organization) could no longer work the same way -- what would you do? Thanks to the book's publisher for sending me an advance copy of the book.

" Catalyst leaders represent the gold standard  -- energetic, supportive, forward-thinking mentors who spark action in others," explain  Tacy M. Byham  and  Richard S. Wellins , authors of the new book,  Your First Leadership Job -- How Catalyst Leaders Bring Out the Best in Others . More specifically, the authors share that a catalyst leader: Asks and listens Fosters innovation Provides balanced feedback Builds trust Focuses on people's potential Collaborates and networks Empowers others Encourages development Energizes and mobilizes Aligns actions with strategy In the book, you'll learn how catalyst leaders bring out the best in people. They do that by, among other actions, by: Encouraging the person to try new things. Giving the person input on things that affect him/her. Allowing the person to safely learn through failure, so they can take appropriate risks. Taking the time to find out what motivates the person. The authors als...

" Catalyst leaders represent the gold standard -- energetic, supportive, forward-thinking mentors who spark action in others," explain Tacy M. Byham and Richard S. Wellins , authors of the new book, Your First Leadership Job -- How Catalyst Leaders Bring Out the Best in Others . More specifically, the authors share that a catalyst leader: Asks and listens Fosters innovation Provides balanced feedback Builds trust Focuses on people's potential Collaborates and networks Empowers others Encourages development Energizes and mobilizes Aligns actions with strategy In the book, you'll learn how catalyst leaders bring out the best in people. They do that by, among other actions, by: Encouraging the person to try new things. Giving the person input on things that affect him/her. Allowing the person to safely learn through failure, so they can take appropriate risks. Taking the time to find out what motivates the person. The authors also cove...

In the new book, Your First Leadership Job , authors Tacy M. Byham and Richard S. Wellins recommend you schedule a one-on-one meeting with each of your team members to help bring out the best in your team. During those meetings, you can get closer to each person and understand their skills, abilities, and motivations. And, to do that, the authors recommend you ask the following six o pen-ended questions to initiate a conversation : What do you enjoy doing most as part of your work? Why? What do you miss most about the jobs you've had in the past? Why? What things about your current job do you enjoy the least? Why? How do you cope with or relieve stress? To help you do you job, what could I change about: Your work environment? The content of your work? How you get your work done? What form of recognition do you prefer or not prefer?

Feelings of being stuck, overwhelmed and frustrated plague too many of our workplaces says Laurie Sudbrink , author of the new book, Leading With GRIT . So, drawing on her over 20 years of coaching a wide range of organizations, colleges and Fortune 500 companies, Sudbrink provides in her book a road map to improve individual and organizational health . That road map includes teaching readers the principles of GRIT : Generosity Respect Integrity Truth Laurie Sudbrink "It is not only the concepts of GRIT, but how they are combined, that make them so effective," shares Sudbrink. Divided into three parts, Part I of the book is geared toward the individual, and is foundational to your success as a leader. Part II focuses on communicating with GRIT -- making communication easier, more enjoyable and more productive. Part III is how, in our role as leaders, we apply and sustain GRIT in the workplace, creating systems that help keep everyone on track....