Fill in the blanks

November 5, 2015

The majority in the fat part of the bell curve, who do most of the buying in most of the customers, don’t get motivated by being asked to fill in the... READ MORE

What they want

October 5, 2015

It’s a rare customer who knows what they want. Starting with a problem, not a solution - they might have an idea for the kind of thing, maybe they can name the... READ MORE

Difficult to hear

September 19, 2015

When they blow off your pitch and say, “What I really want is …” it can be difficult to hear. It’s likely you’ve been working towards that day for weeks. Honing,... READ MORE

Rocks of indifference

August 25, 2015

There are Windows people and MacOS people. Even some Linux people. There are iPhone people and Android people. Even some Blackberry people. Not changing, not seeing the benefits in the other system, not... READ MORE

Committed?

August 5, 2015

It’s a lot easier to talk about it than actually do it. Far less committed. I’ll send the contract, let’s have coffee next time we’re in town, we’re just changing some details,... READ MORE