The Act
No one is paying you to stand on a stage and recite a memorized speech. Or to use a "deck" of PowerPoint.Buyers are in need of experts who can convey knowledge and interact with an audience to deliver value—large groups,
Who Are You in the Buyer’s Office?
If you're positioned as a peer of the buyer, someone providing value, you can politely interrupt, challenge assumptions, suggest alternative business models, point out less than optimal performance in the organization.If you're positioned as "subordinate," someone seeking work, obsequious, you
Failure Is Inevitable
If you want to overcome fears, ask yourself, "Truly, what's the worse that can happen and what's the probability?" Have someone help you, to ensure you're being rational.Writing something, speaking on stage, meeting a prospective client—these are not life threatening
You Set Records By Running Faster
We are changing pool companies, since the one we've had for decades is now run by morons who failed to winterize a $5,000 heater and who scream at me on the phone.I am a substantial customer for anyone. We contacted
Please Turn Right in 600 Feet
On two separate days I had an appointment at the same business about 45 minutes away. I took a different vehicle each time, to give each a good high-speed run.One GPS took me a different way from the other! Both
Here’s What You Need
Reading a few posts on LinkedIn every day can raise your spirits in terms of just how well off you are. This morning a guy wrote that marketing is not the creation of need, but just the satisfaction of existing
The Abundance of No Normal™
Most authorities are predicting about six percent growth over the next year, which would be the most in almost 40 years. There is no "return to normal," nor an oxymoronic "new normal." There is only "no normal™." The "through line"
Here’s A Tip
Food preparers and servers are the worst paid of any professional group, averaging about $25,000 per year. Some employees who work for tips earn a base pay as little as $2.50 per hour (source: New York Times). There are large dislocations
No Normal™
My concept of the immediate future is No Normal™. Not "back to normal" or a "new normal." We're going to have to be agile and maneuverable and deal with ambiguity and turmoil continually. We need to use disruption and volatility
Validation
My observation and experience is that business leaders are looking for confidence and validation. These remain tumultuous times, but no one can afford to merely stand still. Even if you're on the right road, if you're not moving you're going
