Build your audience

One of the biggest differences between a start-up and an established enterprise is the audience they have. Enterprises have customers. Even when creating brand new products and services they are [...]

Trust and fear

“Fear can be created quickly; trust can’t.” – Ed Catmull There are many things that can get in the way of people doing their best work. Many of the most damaging ones actually end up in [...]

Dissonance theory

When you or I willingly do something that we know might not be the best thing to do for ourselves or for others it’s called cognitive dissonance. Festinger’s cognitive dissonance theory [...]

More telling vs selling

If you’ve read The Challenger Sale then you’re familiar with the book’s main premise; educating, challenging and consulting with your customer has greater benefits than selling them something. [...]

Leading from the front

There is a good argument to be made that while there are differing leadership styles, leading from the front is one that is making a significant comeback. The phrase itself is something I hear [...]

Total transparency

The US recently announced that it might look at years of social media history for those applying for a visa. This raises some questions about free speech, personal privacy and how it all relates [...]

Schedule sensitivity

One of the toughest challenges in business is reaching the right decision makers. Some believe that the continuous flow of email campaigns will make the recipient eventually give in and respond, [...]

Making an impact

An unknown Monk once wrote: “When I was a young man, I wanted to change the world. I found it was difficult to change the world, so I tried to change my nation. When I found I couldn’t [...]

The right formula

There is a formula you are likely familiar with. It’s been used by John Maxwell and Zig Ziglar and many other leaders. I even wrote a short blog post on this formula back in 2015. It’s a formula [...]