A Better New Year’s Resolution
I wrote a good blog post at this time six years ago, and haven’t improved on it yet. Here it is again. Happy New Year. —————– My unscientific sampling says…
Warning: Don’t Read This Blogpost
Well, well. You saw the title, right? And yet here you are, reading this blogpost. Worse yet – you're probably here reading this blogpost because you saw the title warning…
You Can Lead a Horse to Water, but You Can’t Make Him Buy
The biggest problem in sales? Violating the laws of human nature. Exhibit A: one of those timeless folk-wisdom sayings, "You can lead a horse to water, but you can't make…
Why People Take Your Advice – Or Don’t: Webinar
Your client asks you for advice. You know the answer. Further – let's assume you're absolutely right. You give your client the answer. And then – your client doesn't take your…
How Can You Fix Ethics if You Can’t Spell Ethics?
The Economist recently published an article called Fine and Punishment: The Economics of Crime Suggests that Corporate Fines Should Be Even Higher. It's fascinating reading: it suggests that we can economically…
Dear “| FIRSTNAM |” Personalization in an Age of Scale
Both Andrea Howe and I are experienced bloggers; 15 years and 1500 blogposts between the two of us. We are far less experienced at newsletters and email marketing, but have been dipping…
Lake Wobegon Syndrome: Believing We’re All Above Average
Garrison Keillor’s fictional Lake Wobegon is that Midwestern enclave where: ...the women are strong, the men are good-looking, and all the children are above average. Lately, there are curious signs…
Trust Me, I’m Your Doctor
We all hear about health care. Usually it’s through the microcosm of someone’s illness, or the macro-view of dueling pundits and politicians. Frequently it’s adversarial, or negative. Thanks to long-time…
Trust Tip Video: Get Off Your “S”
We want our clients and partners to trust us and so we often focus on what we can do better to appear, and to be, more trustworthy. But even more…
Trust Tip Video: Say “I Don’t Know”
It's one of the most common problems we all face in business – in sales, in customer relationships, in working with teams. You're in the hot seat, on the spot:…