innovation
How ADHD Became My Professional Superpower
ADHD is often considered a disability, but in the complex and fast-paced world of business, it has become my greatest competitive advantage. This is the story of how this condition changed the way I work, view problems, solve them, and deliver value.
The Turning Point
My diagnosis came as a surprise through my oldest daughter. After a car accident left her struggling to focus, testing revealed her high IQ had been masking undiagnosed ADHD. As the psychiatrist detailed her symptoms, my wife looked at me and said, ‘That’s you.’ Six months later, the tests confirmed it.
The Superpowers vs. The Struggle
I began researching ADHD after my daughter’s diagnosis, and this new understanding explained so many things about my life. I realized I was much faster at taking a big-picture concept and distilling it into specific “work packages”—a project management term for sequences of related tasks tied to a single deliverable. At the same time, I was often much slower with routine tasks and activities. The diagnosis helped explain the best and worst aspects of this condition: hyperfocus and procrastination.
To many people, these contradictions did not make sense. To some, they were frustrating. But they all trace back to how the ADHD brain processes information.
I did not enjoy routine activities and the lack of focus they brought, so I developed systematic approaches that provided consistency, allowed me to do more with less effort, and helped me complete those tasks faster. Later, I learned to automate those systems, and that was a game changer. These systems were accessible to anyone, delivered better results in less time, and made business more predictable and scalable.
However, as a consultant and later as a salesperson working with organizations ranging from small businesses to large companies, I realized that what corporate mindsets categorize as a limitation is actually a specialized toolkit. I do not see details sequentially; I tend to see entire systems simultaneously and then start considering potential problems and opportunities for improvement. That perspective led me to begin at the end, focusing on the “what” (goals and outcomes) instead of the “how” (often the status quo approach) when problem-solving.
While repeatable motions that have proven successful in business are highly desirable, not every business has achieved that goal. This is an area where creativity, understanding, relentless focus on a goal, and a continuous improvement mindset often lead to the desired goal.
How to Leverage ADHD in Your Career
- Audit Your Energy: Track when your hyperfocus naturally kicks in and what triggers it. Schedule your most complex, big-picture strategy sessions during those exact peak windows.
- Outsource the Routine: Automate, template, or delegate administrative tasks. This protects your brain from the mental fatigue caused by repetitive, linear work.
- Build Micro-Deadlines: Break large projects into immediate work packages. Artificial urgency helps trigger the dopamine required to power through procrastination.
Conclusion
For years, I couldn’t understand why I could map out massive, complex projects in minutes, yet struggle to finish a simple, routine task. My ADHD diagnosis and understanding of this condition helped me feel more normal. Additionally, it allowed me to better control and leverage it. Hopefully, this helps others understand themselves and expand their potential.
As Albert Einstein stated, “The definition of genius is taking the complex and making it simple.” This is something that the ADHD brain does well. Probably half of the business leaders that I have worked with exhibit many of the characteristics of this condition. I believe that knowing how to manage it can turn it into your superpower as well.
Getting Your Piece of the PIE
Whether you are selling, consulting, or managing, there is a foundational approach that has consistently helped me succeed. I call it PIE – an acronym that stands for Perspective, Insight, and Experience. When applied effectively, these three elements provide a robust framework for solving problems, winning clients, and leading teams to remarkable outcomes.
Over the years, I’ve taught this methodology to my teams, and it’s been a critical driver of their success. While I usually reserve it for a small circle, I believe it’s time to share it more broadly. This is a methodology that I built out of necessity for myself. I have ADHD, and structured approaches and methodologies keep me focused and allow me to excel during times of hyperfocus.
As an aside, years ago, I wrote a post about some of the negative aspects of the “reckless” application of PIE.
Perspective – Broaden Your View to Stand Out:
To truly differentiate yourself in any field, you need to develop a broad and informed perspective. This involves understanding the larger environment in which you operate: the market, competitive landscape, customer needs, technological advances, and regulatory shifts. A dynamic perspective evolves as you gain new experiences and encounter different approaches to solving similar problems across other businesses or industries.
This requires a broad understanding of the environment, market, competitive landscape, legal and technological changes, and more. It also grows and changes as you experience new and different things—especially when different approaches to similar problems are taken. It is how you start to stand out in the eyes of your prospects, customers, and team.
Earlier in my career, I taught technical courses. Two or three people usually stood out. At least one wanted to prove they were better and smarter, and usually, one discussed strange approaches to solving problems. When digging into those strange approaches, you would often identify something creative and brilliant coming from a different perspective on the problem. Curiosity and a desire to improve drive innovation.
In business, perspective becomes your differentiator. When you can see things from a broader, more holistic viewpoint, you position yourself as someone who can offer more than just solutions—you offer foresight, adaptability, and creativity. You become the lighthouse that guides your clients around tricky situations and to a better destination.
Products create interest. Perspective creates confidence.
How to Apply This:
- Stay informed about industry trends, not just within your niche but across related sectors.
- Engage with diverse thinkers, challenge your assumptions, and be open to unconventional ideas.
- Regularly reassess your strategies in light of new information or shifts in the business environment.
Here is a post that discusses perspective as the starting point.
Insight – The Power of Seeing What Others Don’t:
Insight is one of the most valuable assets you can bring to any business interaction. Too often, people are trapped by existing tools, processes, and perceived constraints. Insight allows you to pierce through these limitations and identify opportunities for improvement that others miss.
Here’s where perspective plays a role in insight: the broader your view, the better your ability to generate actionable insights that can transform a business. My most successful deals and projects were not won because I followed the status quo—they were won because I brought fresh ideas to the table. By reframing the problem and presenting a path to a better solution, I created value that competitors cannot match.
How to Apply This:
- Question assumptions and typical approaches. Ask yourself, “Is this really the best way to solve the problem?”
- Look for inefficiencies, bottlenecks, and areas of waste in processes. These are often hidden opportunities for innovation.
- When engaging with clients or teams, offer insights that reframe their challenges and provide a path to improved outcomes by focusing on the “what” rather than the “how.”
Here’s a post that delves deeper into insightfulness.
Experience – The Foundation of Wisdom and Credibility:
Experience is the foundation that supports both perspective and insight. It’s the repository of lessons learned—both successes and failures—that shape your approach to problem-solving and innovation. The more varied and in-depth your experience, the better equipped you are to offer valuable insights and strategies.
Consulting, in particular, is fertile ground for gaining diverse experience. By working with multiple clients across industries, you gain exposure to a wide array of challenges and solutions. In sales, this experience translates into powerful stories that illustrate your ability to help clients achieve better outcomes. The more experience you accumulate, the more confident you’ll become in your ability to deliver meaningful results through transferable competence (taking skills and lessons learned from one domain and applying them to another).
How to Apply This:
- Reflect on your past experiences—what worked, what didn’t, and why. Use these lessons to guide future decisions.
- Build case studies from your experiences to demonstrate your expertise and credibility when engaging with clients or stakeholders.
- Continuously seek out new challenges that stretch your capabilities and expand your knowledge base.
As Albert Einstein wisely said, “The only source of knowledge is experience. You need experience to gain wisdom.” But it’s not just about accumulating experiences—it’s about leveraging them. Your past successes build confidence in your abilities, while your failures provide invaluable lessons that help you avoid costly mistakes in the future.
Beyond the Hunt: Fueling Sustainable Enterprise Sales Growth
The software start-up world is obsessed with “Hunters” – salespeople laser-focused on landing new customers. Job boards are overflowing with companies in “growth phases,” desperate for new logos. Understandably, the revenue from each new customer can mean a 10-20x multiple in company valuation in the VC-fueled race toward an exit. What happens after the deal closes ultimately determines a company’s success. Sustainable growth requires support systems.
The Long Game: Profitability and Sustainability
My experience leading a large business unit and running my own company has taught me that sustainable growth requires more than just a flood of new logos. Here’s why:
- Cash flow is King: Lines of credit can vanish overnight (remember Silicon Valley Bank?). Relying solely on external funding is risky.
- Not All New Business is Good Business: Unprofitable accounts, high-churn risks, and customers with limited growth potential can drain your resources faster than you can acquire them. Efficiency matters for scalability.
- Profits Drive Long-Term Growth: Organic, profit-fueled growth, especially when driven by innovation, creates a much more resilient and valuable business.
The Power of the Hybrid Sales Model
To achieve sustainable growth, you either need an extensive and fully integrated organization that seamlessly transitions from the sale to implementation (not many companies are able to accomplish this), or a hybrid sales team that excels at both hunting (50-70%) and farming (30-50%). Landing a new customer is hard work, but retaining and growing them is just as challenging and crucial. Customer acquisition costs are often too high to justify losing a customer only a year or two after the initial win. Treating new customers like assets (instead of commodities) is essential to long-term success.
Mastering Strategic Accounts: Turnarounds and Growth
Large, strategic accounts—Tier 1 companies with strong brand recognition and significant revenue potential—present unique challenges. In my experience, these accounts often fall into two categories: those I initially closed and then grew (ideal, as you have already laid the foundation for success), and those I inherited in a neglected state and had to turn around.
Turnarounds require a unique skill set. They demand as much time and sometimes even more effort than landing a new logo, blending aspects of both hunting and farming. It takes commitment, skill, patience, and effort to understand an organization and find new ways to deliver value. Relationships and trust take time to develop, and in this situation they are in question (or worse).
Case Study: From Churn Risk to Multi-Million Dollar Expansion
Take, for example, a large Financial Services company I inherited when their Strategic Account Manager left. The account had been neglected for two years and was riddled with problems. We lacked executive relationships and higher-level visibility within the organization. They were evaluating competitors, and we knew nothing about it! Even though they were an existing customer, we were the underdog.
I organized a day-long on-site meeting to understand their pain points. We identified immediate issues, shared our vision for the future, began building trust, and demonstrated our commitment to their success. Following this, we spent a few hours getting to know the team over dinner. It was an eye-opener for me, as they shared more about their needs and how best to approach them.
The result? Within three months, I closed a $500K expansion deal, followed by a $500K consulting engagement and then a $3.25M two-year cloud expansion and upgrade prepay deal. My team and I rebuilt the relationship, solved critical problems (even going beyond our product scope), and provided a clear path forward with our AI-powered platform. I became a trusted advisor who was valued by their executive team. It was a true win-win.
The Bottom Line: Building a Sustainable Sales Engine
Install base growth and customer retention are critical for long-term success, especially with larger customers. The approach has to be multi-dimensional. It is a team effort, and the Account Executive is the quarterback. Relationship management, customer success teams, support, and services all play a role. Effective communication is bi-directional, where the customer has insight into what is coming down the road and input into the direction of products they rely on. This becomes a true partnership that adds significant value to both organizations.
Does this hybrid approach apply to every company? If you’re IBM or Oracle, your offerings are broad and deep, and your customers are largely locked-in. “Land and expand” is part of their DNA. And if you’re selling end-of-life products, your focus might shift towards maximizing the “long tail” through customer success and services to minimize costs and maximize profitability.
However, for most growth-stage Cloud and SaaS companies, the hybrid sales model is essential to their success.
Call to Action:
- Evaluate your sales team structure and compensation plans. Do they incentivize both new customer acquisition and ongoing account growth?
- Invest in training and development for your sales team. Equip them with the skills needed to excel at both hunting and farming. It can be a difficult transition, but it is worth it in the long run.
- Need help building a high-performing hybrid sales team or turning around strategic accounts? Let’s connect!
Interesting Article about ADHD and Creativity
This “pocket” story is from Scientific American, originally published on March 5, 2019. The Creativity of ADHD.
Over the years, I have found that some of the most interesting, creative, and effective CEOs have ADHD-like tendencies. Strangely, they may not even be aware that they have it. Hyperfocus can be incredibly effective when attached to a driven person.
Below are links to a couple of posts that make these concepts and their benefits tangible:
These are examples of why it is best to look beyond labels, lay your preconceived notions aside, and explore each individual’s potential to contribute. The best managers and leaders tend to have this ability.
And if you want to take that a step further, let it guide you in finding the best approach to teaching, coaching, and motivating your team members. It may take a little extra effort, but the results are amazing.
Biometric Identity Theft
Recently, I have been researching the potential for fraud and identity theft using fingerprints from photos posted on social media. Last week Amazon released its “Amazon One” Palm Scanner to pay for purchases when shopping. That announcement made me wonder, what are the potential implications for fraud and identity theft using biometric data taken from images?
Technology continues to improve rapidly, which often means, “Where there is the will, there’s a way.”
There are a surprising number of ways to accurately identify someone from a photo or video. Moreover, there is technology to copy fingerprints from social media photos taken up to three meters away. New technology has been proven effective at using 3D printing technology to create “fake fingerprints” that bypass many fingerprint scanners.
Since fingerprints can be copied from photos taken up to three meters away, can a palm print be copied from a photo taken 5-10 meters away? That question led to an interesting but unscientific experiment where I took pictures of my hand, enlarged them, measured the distance between the ridges and furrows of my fingers and my palm, and compared the results. Spoiler – probably not (yet) – but likely not far away given the rapid advancement of AI.
There are several areas where that distance was similar for both my fingers and palm. But, there were also areas on my palm where the average distance between “landmarks” was 3-5+ times greater. It turns out that a palm image is often segmented into 3-4 distinct regions for identification purposes, likely due to this type of variation. This link was helpful in understanding the process.
This research led to an idea for a chip-based embedded filter for smart devices and laptops. It would obfuscate key biometric information when extracting the data for display without affecting the integrity of the original stored image. This functionality would automatically provide an additional layer of privacy and data protection. It would require optimized object detection capabilities (possibly R-CNN) that were highly efficient and run on a capable but low-energy processor like the Arm Cortex-M. Retraining and upgrades would be accomplished with firmware updates.
Edit 2020-10-13: This article on “Tiny ML” from Medium.com is the perfect tie-in to the abovementioned idea.
While Amazon’s technology is much newer and presumably at least partially based on their 2019 Patent Application (which does look impressive), it makes you wonder how susceptible these devices might be to fraud given reports of the scans occurring “almost instantaneously.” Speed is one aspect of successful large-scale commercial adoption, but the accuracy and integrity of the system are far more important from my perspective.
Time will tell how robust and foolproof Amazon’s new technology really is. Given their reach, this could occur sooner rather than later. Ultimately, multiple forms of biometric scans (such as a full handprint with shape, palm, and fingerprints or a retina scan 2-3 minutes prior to the palm scan to maintain performance) may be required for enhanced security, especially with mobile devices.
Additional Resources:
- In-depth NIH document that is helpful in understanding the process and issues.
- A Simplified Guide to Fingerprint Analysis
- This is a 2012 Fingerprint and Palmprint Recognition Approach Report from the European Journal of Scientific Research that has many images and very good explanations.
- “A Textural Approach to Palmprint Identification“
Where Ideas, Experiences, and Lessons Learned Intersect 