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Author Archive | Josh Lowry

Stable Leadership: A Steady Calm

Blog post by on March 31, 2014

Effective leaders demonstrate stability, as well as a stabilizing influence on others. Stability is the quality that conveys leaders are not easily changed or likely to change. Stable leaders display a humble confidence, steady calm and sure hand. …

How to Sell Professional Services

Blog post by on March 25, 2014

Selling products is different from professional services (PS). Selling products is a tangible, visual experience. Product features and benefits can be demonstrated and the competition’s functions and pricing can be compared. When PS are positioned, the positive …

Purpose-Driven Leadership

Blog post by on March 23, 2014

“The purpose of life is to contribute in some way to making things better.” – Robert F. Kennedy Purpose-driven leaders rally both organizations and people around something bigger than themselves. Purpose (the “something bigger”) is the reason organizations …

Customer-Focused vs Competition-Focused

Blog post by on March 16, 2014 Editor's Pick

Earlier this week, I attended a cloud training session at Amazon Web Services (AWS) in Seattle, WA. Throughout the training, the Amazon/AWS leadership principle of “customer obsession” was referenced. The principle states that “Leaders start with the …

How to Effectively Manage Introverts

Blog post by on March 10, 2014

It is estimated that one-third of Americans are introverts. Introverts are people whose flow is directed inward toward ideas and concepts versus extroverts whose flow is directed outward toward people and objects. Other differences include: Introverts are …

Instrumenting the Business

Blog post by on March 6, 2014

Instrumentation is the measurement and control of process variables. Just as instruments help you understand how well your car is running, instrumentation helps you understand how well the business is running. If something can be measured, it …

What is Business Acumen?

Blog post by on March 3, 2014

Whether you are the CEO of a Fortune 500 company or a street vendor, there are core fundamentals of business. Both know if more cash is coming in or going out. Both know keeping costs low increases …

Tyranny of the “Or”

Blog post by on February 18, 2014

“The test of first-rate intelligence is the ability to hold two opposed ideas in the mind at the same time and still retain the ability to function.” – F. Scott Fitzgerald Business and leadership is often not …

Consultative Selling at the Executive Level

Blog post by on February 17, 2014

Consultative Selling by Mack Hanan is one of the best, if not the best, business-to-business sales books ever written. The net of the book is, consultative selling is about partnering with customers to improve their financial performance …

Fundamental Leadership Competencies

Blog post by on February 11, 2014

A standard operating procedure (SOP) is a pre-defined method for performing activities to achieve a desired result. While there is no SOP to ensure successful leadership, there are three fundamental competencies that all effective leaders consistently demonstrate …