When Inspiration Needs a Plan

What December really reveals about your sales style and why timing beats talent in year-end conversations.

Hi Leader,

There is something about mid-December that exposes who we really are at work.

It is the month when smart, capable adults run around saying things like, “Let’s squeeze in one more project,” right before they remember they still have gifts hidden somewhere in the house that they have fully lost.

Buyers are in the same boat.
Half present. Half peppe…