November 30, 2022
Consulting firms expect their professionals to become trusted advisors by way of their functional expertise. Why are so many uncomfortable with converting that into sales opportunities?
November 23, 2022
You gotta eat. Service patterns around food engage our larger feelings about what it means to feel welcomed, tempted, comforted, and nourished.
November 16, 2022
“Buy the __ (insert: socks, salad dressing, eyeglasses) and no one gets hurt.” Okay, that’s not mission selling, that’s hostage-taking. Let’s find a better way.
November 09, 2022
Climate change, saving the turtles, the benefits of quality topsoil; some of us see the value immediately in these things, sure, but that’s not what seals a deal.
November 02, 2022
Beware the Geysers, Extra Extra Experts, and Flexible Faders of the world.
October 19, 2022
Art, like sales, happens when the intentions of two people align toward a shared goal. That can look like hands placed on a table; a gaze, met and returned; or a bowl of lovingly handmade curry.
October 12, 2022
Don’t yield to the power of passing minutes; wield passing minutes as your superpower.
September 14, 2022
Do you approach conferences with dread? Get over it! Eating those tiny hot dogs may seem like a good way to hide, but they’ll run out eventually (if only because the waiters will start avoiding you).
September 07, 2022
Introverts, you’ll be relieved to find out that very important networking lessons can be gained…alone, in your room, sitting quietly with a book.
August 31, 2022
Internal networking is all about forming relationships inside your organization for the sake of mentorship, support and trust, and even (gasp) friendship.