Categories:
A Fisherman's Story
Recently I did a podcast with Scott Costa of tED magazine. I compared customers to fish.
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Voices from the Future
Anyone who claims they can see the future needs to explain why they aren’t the richest person on the planet.
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Data is the New Black
There’s nothing like being stuck at home all year to make you finally face up to the things you’ve been putting off. Everyone I’ve talked to has spent the summer doing home repairs or upgrades — that dining room you’ve just put up with for years, that ...
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The Times, They Are a Changin’
Over the next decade, we’re going to see more disruptive change than we’ve seen over the last 30 years – since the fax machine was replaced by email and we all somehow thought it would make us more efficient and free up our time. That change will be a ...
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The Audacity of Inaction
It’s maybe the most popular response I get when talking with clients: We think this is a great idea but we have so much going on right now that we want to just put things on hold. Maybe we’ll revisit at the end of the year. It’s the "it’s not you, it’s ...
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Time for a Game Plan
This column should be called A Thousand Words On Something Obvious. Everyone agrees about this already, what value could I possibly add to this kind of subject? So call it a favor, humor me for just a few minutes. I want to get into what a game plan ...
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What if... We Stopped Setting Sales Goals?
There’s something in the air in Ireland that encourages a questioning nature. Maybe it’s leprechaun dust, maybe it’s the Guinness fumes.
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Using Data in a Down Economy
Everything had been going so smoothly. Years of continual steady sales growth, careful and considered business investments, positioning companies for the next few years with the right people in the right roles and then out of nowhere everything goes off ...
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Measure Behind the Measure
In industries where competitors offer similar services, sell similar products, and hire similar sales people, the challenge to distinguish a business often results in new investments and initiatives that gravitate toward technical changes -- like new ...
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Who are Your Customers?
I hate to remind you of this, but we’re facing an election in 2020. And during the election process, each of us will be placed in our own little demographic silo, in the hopes that others in the same silo will think the same way, respond the same way, ...
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