The Difference Between Working and Building

Yes, you can disguise it and simply work harder. That’s the heads down way of looking like you are winning. But are you building something? Are you advancing your assets, growing your systems or increasing your value from one month to the next? Ideally, you can get the work of the day done and pushContinue reading “The Difference Between Working and Building”

How Working Harder Can Work Against You

When we lived in a more static world, working hard had its reward. The target – selling a customer, launching a product or winning market share – remained intact because things that were true a month ago would be true the next month and thereafter. Salespeople could work the same channels and relationships with theirContinue reading “How Working Harder Can Work Against You”