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Emotion and money are not opposites. The best deals of my life were the ones where somebody on the call actually felt something. Most professional advice points the other way. Keep it professional. Do not take it personally. It is just business. I understand where that comes from, and I think it quietly costs people a lot of money. It is never just business. There is a person on the other side of every deal, and they are deciding whether to trust you long before they are deci

The President and CEO of a 25 year education technology company signs every single email the same way. Vinnie. No title, no last name, no signature block. People assume he is junior staff, and he lets them. Vinnie Forese runs Link-Systems International out of Tampa. He told me about a call that has happened more than once. Something needs sorting out, maybe a past due invoice, and the person he has been emailing introduces him to the room as Vinnie from accounts receivable. T

Eight career frameworks from my conversation with Danny McDermed, a biomedical engineer and singer songwriter from Chicago. The thread running through all eight: most career advice optimizes for speed. Danny optimizes for the quality of every rep he takes. Danny has a demanding day job in biomedical engineering and a serious music career. Instead of treating one as the day job and the other as the dream, he uses each to fuel the other. He says balance isn't standing still. It