The best way to ensure success in your career is to constantly exceed these expectations. To do that, you have to effectively identify and manage them. (originally published on Forbes.com - August 2017)

Companies generally spend a lot of time qualifying prospects, which is an integral part of the overall sales process. They develop a set of criteria that they use to determine if a prospect is worthy of their sales efforts. However, it is important to understand that just because a prospect fits the chosen criteria doesn't mean they are your best prospect -- or are even qualified, for that matter. With limited time and resources, it is important to make the distinction early. (originally published on Forbes.com - July 2017)

Finding a way to show how you positively impact the financial statements of your company is one way to promise continued success in your career. In other words, learn how to quantify your impact. Most employees aren't able to review the financial statements of their employer, so a simpler assessment is: How do you help the company reduce costs, or increase revenue? (originally published on Forbes.com July 2017)