It’s a puzzle guys…

Succeeding in business today is like solving a living jigsaw puzzle. It is massively complex and complicated. You can approach the challenge in one of two ways. Employ a “top-down” design. Start with an image of what the solved puzzle should look like. Then use that image to decide which pieces to add. And, more…Read moreRead more

The danger of starting at the very top…

When making a b2b sale, the instinct is always to get into the CEO’s office. If you can just get her to hear your pitch, to understand the value, to see why she should buy from or lease from or partner with or even buy you… that’s the holy grail. What do you think happens…Read moreRead more

True professionals don’t fear amateurs…

Professional farmers don’t begrudge the backyard gardener his tomato harvest. That’s silly. And talented mechanics certainly don’t mind the antics of the Car Talk guys (or their listeners). Sooner or later, if you need a real mechanic, you’ll find one, and if you don’t, well, that’s fine too. A few years ago, typesetting, wedding photography,…Read moreRead more

The power of zero spend..

Sometimes, boundaries help you make tough decisions. If you build your company with the policy that you’ll never run an ad, it makes it even more important that you build a remarkable product–you’ll never be tempted to compromise and try to make it up with hype. Same thing goes for organizations that refuse to pay…Read moreRead more

Thank you, Zig…

One of our great teacher Zig Ziglar died last week. He was 86. Thanks for teaching me how to sell and why it mattered. Thanks for reminding me how much it mattered to care. Thanks for telling us a fifteen-minute story about Johnny the Shoe Shine Genius, so compelling that I flew to the airport…Read moreRead more

When everyone has access to the same tools…

…then having a tool isn’t much of an advantage. The industrial age, the age of scarcity, depended in part on the advantages that came with owning tools others didn’t own. Time for a new advantage. It might be your network, the connections that trust you. And it might be your expertise. But most of all,…Read moreRead more

World’s Simplest Management Secret….

Forget what you learned in those management books. There’s really only one way to ensure that everyone on your team excels. Management books have it all wrong. They all try to tell you how to manage “people.” It’s impossible to manage “people”; it’s only possible to manage individuals. And because individuals differ from one another,…Read moreRead more

The best way to get unstuck…

Don’t wait for the right answer and the golden path to present themselves. This is precisely why you’re stuck. Starting without seeing the end is difficult, so we often wait until we see the end, scanning relentlessly for the right way, the best way and the perfect way. The way to get unstuck is to…Read moreRead more