Category : Behind Your Back

How to Call B.S. at Work…and Have People Love You For It.

2 weeks ago

“BRADLEY, I GOTTA CALL B.S. HERE.” I hired two interns this summer specifically for this reason—to challenge my thinking with their casual combination of candor, confidence, and cluelessness that few … Read More

How to Rig the Carnival Games of Life in Your Favor

1 month ago

Matt Lauer, Savannah Guthrie, and The TODAY Show recently investigated the legitimacy of carnival games. I know this will shock you—the games are rigged. Chances of landing a plastic ring … Read More

Darkness on the Edge of Sales

3 months ago

I RECENTLY LISTENED TO A “WAITING BY THE PHONE” segment on the radio. You know the scenario—guy meets girl, they go on a few dates, things appear to be going … Read More

The Future of LBM Training (and the future is now): PART II

3 months ago

Click here to read part 1 of this article series. Several years ago, Mike Rowe was hired as a pitchman by Ford. Rowe was well known for his show, “Dirty … Read More

The Future of LBM Training (and the future is now): PART I

4 months ago

“If he gets hit by a bus tomorrow,” the Operations Vice President said, a cordial MBA-type in his early-forties, “we’re all screwed. All the sales training is in his head.” … Read More

Prospecting, Selling and Cher-ing: Takeaways from IBS

6 months ago

While in Vegas for the International Builders Show, I saw a poster for an upcoming Cher concert. It cited Cher’s reign there. She dominated Vegas: 192 shows, more than $102 … Read More

Three Inquiries to Improve and Impart Insight

8 months ago

The Salesman in my office was baffled. His eyes dilated, unflinching. His face slack jawed to the extent I saw his adenoids. Slowly his mouth re-formed as he began to … Read More

BEHIND YOUR BACK: The Sales and Purchasing Bookshelf

9 months ago

Seven don’t-miss business books for buyers and purchasing managers (and you). Exactly one year ago this column first appeared in these pages along with the release of my book, Behind … Read More

Being Bill Belichick: Talent Evaluation and the Personal Win

11 months ago

I don’t particularly care for New England Patriots coach Bill Belichick. The distressed hooded sweatshirt with the DIY sleeve removal. The self-righteous disdain for the media. And, of course, the … Read More

The Chuck Taylor Challenge

1 year ago

Growing up, my father (you can read his monthly columns in LBM Journal as well) was always pushing the Converse Chuck Taylor All Stars. As an 11-year-old I thought, “Actually … Read More