The Journal
Tools & frameworks for leaders.
Field notes on coaching, strategy, and leading well — written by Jay and selected colleagues.
Why Won’t You Develop Me?
A few months ago, I was speaking with a marketing director at a mid-sized company about potentially entering into a coaching engagement. After finding out about her company, her role, and what she had hoped to gain from coaching, I submitted a proposal. She told me everything looked good, that she’d have to run it…
Field Trips, Junior Highers and Engaging the Buyer
Over the last month, I’ve had the opportunity to chaperon 3 school field trips with my children. All three trips were overnight: one with 5th graders, one with 8th graders, and one with seniors. And I have to admit…I love going on these trips. I get one-one-one time with my kids. I get to hang…
It’s the Process
I was speaking recently with a new client from a manufacturing company, discussing his needs, goals and objectives. He was walking me through the issues his company is having and how they need help. As he explained all the things they want to do, he suddenly said, “we just need a process so we make…
The “3 Bug Rule”
25 years ago, Robert Fulghum published his #1 New York Times bestseller All I Really Need to Know I Learned in Kindergarten, a series of essays on topics such as life, death, joy, sorrow and love. The book’s title is taken from the first essay in the book in which Fulghum cites lessons that are (or should…
Demand Generation Assessment Quiz
How effective is your company’s demand generation and lead management process? Perhaps this simple quiz will show you where there might be some room for improvement. Just follow these simple instructions… Answer the questions below Scroll down (after you answer the questions) to reveal the scoring table. Determine your score Scroll to the bottom of…
Re-Examining the Work & Quality-of-Life Equation
The following is a guest post by Michael Byers, President of The Byers Group, a marketing consulting firm in the mid-west. I’ve known Mike for quite some time, and he has an impressive career as a marketing executive for some of the largest companies in B2B marketing. But I didn’t ask Mike for this post because…