Talk Time

I have talked to countless B2B organizations over the years and one of the most common things I’m asked is where to find the best salespeople. They love to share their frustrations with current staff and their inability to sell solutions. They crave the kind of...

Commoditizing Innovation

If we attempt to sift through all the noise created by the unrelenting barrage of messaging, we can see there has been a remarkable amount of disruption over the last decade. We have seen Netflix destroy Blockbuster and become a widely embraced platform for...

Depth

I was recently told to “hone” my marketing pitch on custom publishing. To be specific, the person said it seemed like I had a vision in my head but that I really needed it to be more concise. I thanked him for the feedback and then took some time to think about the...

Story as Strategy

Oftentimes, we confuse strategy and tactics. A strategy is a plan for achieving your objectives. It’s all about the big picture, mapping the path and setting the tone for your journey. We tend to think that what we do day in and day out is strategic in nature....

Bromance

I have met guys who have told a joke at a party and I knew it was “like” at first sight. Others bond over a football game or the fact that their wives spend endless hours trying on clothes at the department store. Whatever the circumstance, guys know...

The Dreamers

Sometimes we have to receive and accept criticism. Whether it’s a performance review from a parent or a coach, feedback can sting. I recall a coach who provided some negative feedback about my kid. I was struck by the way the delivery resonated more than the...