It’s possible, probable, that what you’re selling is enormously beneficial to a motivated customer. That, after the inevitable disruption, it will change the way they work, their life will get... Read more
Sometimes we try to out think everything and everybody. We imagine that we have to present certainty even when we have none, that bluster and bluff will win us the... Read more
It’s going brilliantly. It’s going brilliantly. It’s going brilliantly. And then it isn’t. Something went wrong between the y and the false stop that never came. Let’s assume for the... Read more
Stand in the middle for more than five minutes and you experience both signal and noise. The problem is knowing one from the other. There are so many data points,... Read more
The question sometimes is when to have the hard conversation: at the beginning, the middle or the end. Their respective merits? The beginning means we get it over with and... Read more