Alliedify

In the boardroom and on the street, business isn’t won on theory it’s won on instinct, people skills, and execution. That’s the premise behind Mark H. McCormack’s timeless bestseller What They Don’t Teach You at Harvard Business School, a book drawn from decades of hands-on leadership in the cutthroat world of sports marketing.

McCormack, the founder of IMG (International Management Group), built an empire representing elite athletes like Arnold Palmer and Jack Nicklaus—not by following textbooks, but by mastering the psychology of deals, relationships, and influence. This book distills that real-world knowledge into sharp, actionable insights that bridge the gap between classroom learning and business reality.

Perfect for entrepreneurs, managers, and anyone navigating the high-stakes world of business, McCormack’s advice remains as relevant today as it was when first published. It’s not about buzzwords. It’s about reading people, building trust, closing deals, and staying sharp.

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Top 10 Lessons from What They Don’t Teach You at Harvard Business School

1. People Skills Trump Technical Knowledge

The ability to read people, listen well, and communicate with impact is often the deciding factor in closing deals or building lasting partnerships.

2. Learn to Read Between the Lines

Pay attention not just to what people say—but how they say it. Tone, timing, and non-verbal cues often reveal more than formal statements.

3. Keep Your Ego in Check

Success often comes to those who let others shine. Quiet confidence and humility earn more trust than bravado.

4. Preparation Wins the Game

In business, knowing more than the other person—about their company, their needs, their weaknesses—is often the competitive edge.

5. The Sale Begins When the Customer Says No

Persistence, tact, and follow-up are key. A “no” is often the start of a negotiation, not the end.

6. Ask Smart Questions, Then Listen

Asking thoughtful questions earns credibility and reveals what truly matters to the other person. Listening is how you uncover hidden leverage.

7. Integrity is a Long-Term Strategy

In industries built on reputation, playing the long game with honesty and fairness pays off—especially when others are cutting corners.

8. Don’t Confuse Activity with Progress

Being busy doesn’t mean you’re effective. Focus on outcomes, not just tasks. Know what moves the needle—and what doesn’t.

9. Know When to Walk Away

Not every deal is worth closing. Recognizing when to cut your losses or decline an offer shows strength and wisdom.

10. Success is in the Follow-Up

Deals are won and relationships are built in the moments after the meeting. Always follow up, follow through, and stay top-of-mind.