May 24, 2023
How one person’s rabbit is another person’s duck—and other mysteries of how our brains decide, persuade, and change.
May 03, 2023
For the next three weeks, we’ll dig into the idea of resilience—who has it, how we talk about it, and how we can gain more.
April 12, 2023
Users should never have to struggle to find what they are looking for on your website. Now, substitute “our” for “your,” and you see the problem we had at hand.
April 05, 2023
For the past three weeks, we’ve unpacked the toolkit of figurative language. This week, we wrap up “The Metaphors of Sales” by discussing models found in nature.
March 22, 2023
This month, I’m going to offer a poet’s tips on choosing metaphors of sales that transform. In other words: Ready, aim, fire!
March 08, 2023
Being good at a discovery call is not enough. You need to be able to finish the story with the right middle and ending.
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.