It’s that time of year when everything feels like it’s changing.

Budgets are resetting. Territories are shifting. Supply chains are still messy. Costs are up. People are leaving. And sales professionals everywhere are finding themselves in conversations they didn’t ask for but can’t avoid.

These are not “product pitch” conversations.
They’re not about features, benefits, or closing techniques.

They’re relationship-defining conversations.

I’ve been spending a lot of time lately designing and producing AI-driven role-playing exercises for clients using ourStrategic Business Selling™ curriculum. In these simulations, participants practice some of the most uncomfortable conversations imaginable—and get immediate, blunt feedback.

Read More >

A significant portion of leadership books, articles, and training programs today focus on creating safe environments.

Safe to give feedback. Safe to make mistakes. Safe to have uncomfortable conversations without hurting feelings or demotivating people.

On the surface, that sounds noble, and in many cases, it is. But there’s a subtle and dangerous side effect to this well-intended approach: leaders end up spending more time managing the process of mistakes than eliminating the conditions that create mistakes in the first place.

One of the classic leadership frameworks often cited in this space is The Ladder of Accountability. It visually maps the journey from a victim mindset (blame, excuses, denial, waiting) to an empowered one (owning it, finding solutions, taking action). The message is clear: help people climb the ladder, avoid blame, and reinforce accountability without fear.

Read More >

It’s new leadership model season.

You know the one. The time of year when organizations quietly escort the leadership model they spent hundreds of millions of dollars developing out the back door, after years of training, posters, laminated wallet cards, and town halls, and replace it with something bold, modern, and urgently necessary.

Over the past few weeks of the new year, it seems like half the conversations I’m in are about “refreshing,” “reimagining,” or “reinventing” leadership development.

But why?

The cynic in me says this: with all the turnover in talent development and HR leadership, the safest path to job security is to declare whatever exists as “outdated,” hire a consulting firm, spend a year (or two) designing a new leadership model, and then launch a massive training initiative to roll it out.

Mission accomplished. Rinse and repeat.

But that’s not the whole story. And it’s not even the most important part.

The real reason leadership models are getting blown up is that the world leaders are operating in has fundamentally changed; economically, politically, socially, technologically, and operationally. The gap between what leaders are trained to do and what they are actually required to do has become painfully obvious.

So yes, companies do need new leadership models in 2026, but not for the reasons most decks suggest.

Here are five practical reasons that actually matter.

Read More >

Business acumen shows up everywhere.

Not just in how you read a P&L. Not just in how you allocate capital. Not just in how you talk about strategy in an offsite. And, not just how you measure business performance.

At a very practical and tactical level It shows up in how you run meetings.

And in 2026, when most work happens in a virtual or hybrid environment, meetings are no longer a “soft skill.” They are one of the most expensive operating systems inside your company.

Think about it.

Every meeting consumes:

• Fully loaded labor cost
• Opportunity cost
• Cognitive energy
• Attention (which has become the scarcest resource in business)

Yet somehow, meetings are treated as “free” or without cost and investment.

As we all hopefully know, they’re not.

Read More >

The business unit President was energized as he wrapped up a business acumen learning workshop that had run three hours a day for three straight days.

Not because everything went smoothly.

Not because the feedback scores were strong (though they were).

He was energized because the conversations were different.

They were more real. More uncomfortable. More grounded in the actual pressures his leaders were facing every day.

As he closed the session, he shared a few reflections that stuck with me. He talked about how the business environment has never been tougher. How the pressure to succeed has never been greater. And how every single person in the organization needs business acumen and the ability to make good decisions.

Then he paused and landed the message.

“This isn’t optional. This isn’t nice to have. This is serious business.”

He was right.

Business acumen isn’t an academic exercise. It’s not an abstract finance class. And it’s definitely not an “after-school activity” for people who don’t have real work to do. It’s the difference between organizations that execute under pressure and those that slowly bleed margin, talent, and credibility while everyone stays busy.

That’s why business acumen skills are serious business.

Read More >