All posts by Matt Norman

When to Tell and When to Sell


Your customers have an education dilemma. On the one hand, they can easily learn (via internet and social networks) about what they want, how much it costs and where they should get it. On the other hand, they often don’t know what they haven’t thought to ask. A trend in selling over the past five

Why Relationships Require Harder Skills


Do you ever notice people’s relationship skills? How well they talk, listen, look, act and sound with different people? And how people respond to their behavior? I’ve been paying more attention to others’ relationship skills since my grandmother passed away this year. Eulogies and tributes can have a certain clarifying effect on what’s most important,

How To Act Like a Great CEO


Last week we discovered a pool of water sitting on our basement carpet. From the ceiling above, broken drywall fell in clumps. A complete mystery lurked behind that drywall. I thought the water was seepage from rainwater through the foundation. My wife thought it was coming from a leaking pipe. Others thought it was due

How Role Models Can Change the World


Last Friday, my dear grandmother passed away. She modeled a life of grace, strength, and love for everyone who knew her. As a tribute to her leadership, I invite you to read the following post which was originally published just over two years ago… We all have role models, people who show us the way,

How to Respond to Someone’s Inner Two-Year-Old


Competing priorities are very evident when dealing with a two-year-old. Adults compromise, negotiate, persuade, enforce and request. Two-year-olds demand. Responding to those demands requires great diplomacy. Two-year-olds don’t have patience for unsatisfactory answers. And they don’t take the high road by letting you off the hook. One night last week, my two-year-old told me she