Crafting Great Marketing Messages
The typical marketing message–website, brochure, ad, pitch, elevator speech–tells us all about the organization and how great it is. Or it lists the features, functions, and benefits …
sales
Jumping the Gun
In leadership, influence, and sales, we can blunder by making our case too early. And we know we are making our case too early because we feel …
Why We Need An Effectiveness System
We are amazing thinkers. We are very good at solving problems, creating art, achieving goals, and telling stories. What we are not good at is remembering …
Six Tough Questions for Better Sales and Collaboration
We can answer the following questions both when we sell something to our clients and when we seek better collaboration with others inside our organization. What …
It Looks Like Magic
When we raise our buzz, magic happens. Problems get easier to solve, circumstances shift for the better, and people and resources show up to help. …
Giving Greats: Apprentice, Journeyman, and Master Levels
We all want to know how we fit, what we are good at, that we are doing well, and that we are appreciated. It’s very …
Are Your People Geniuses or Not?
We can see people as either geniuses or not. If they are not, they are like machines; they have a fixed performance capacity. And we believe …
In A World…
In a world–heck, even in an organization or family–where things are tense, chaotic, stagnant, or dim, we can lose sight of things. Yet beyond, beneath, …
Terrified
When we don’t say what needs to be said, when we don’t do the thing that is right to do, when we don’t make that big …
Express Train to Results
Selling or influencing or leading change can be like riding the local train making all stops: it takes a long time. Often too long. We …