This a complete breakdown with examples of how to sell anything to anyone. Use it, save it, share it, because it will be something you can apply day to day. “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!” This is probably one of the most…

Good is the enemy of Great. This is today’s modern business problem. — In this blog, I will break down the key concepts of Good to Great. The founding idea of this book is important now more than ever, as the biggest threat to companies is complacency. This book is the antidote to complacency and delivers a roadmap you can copy on your…

Storytelling isn’t just for creatives or business superpowers. It is something you can learn and apply in your work once you understand the foundations of the art. To break down the art of storytelling and save you hours of research I have studied the worlds greatest storytellers. Think of the…

Market downturns often signal the need for a change of business strategy. That can often mean fundamentally rewriting the product strategy to deliver growth and engagement in new ways. In a bull market companies focus on growth by acquisition. Typically, they might look to achieve 2–3x year-on-year growth, investing heavily in attracting top-of-funnel customers. In a bear (that is, declining) market, the pursuit of growth will take different forms with greater emphasis on satisfying current customers.

Coming up with an original idea today is near impossible. But this is okay and much of what we consider breakthrough innovation has actually come from the process of divergent thinking and adapting solutions from other industries. Divergent Thinking happens early in the innovation process and is where we scan…

91% of customers say they’d give referrals, but only 11% of salespeople ask for them. Dale Carnegie Referrals are the most effective way in which to grow an agency or consultancy. Not only does a referral mean a greater chance of converting an opportunity, but it also reduces the sales…

According to Stanford d.School empathy is a leading practice for delivering successful innovation. Empathy is the most important part of innovation because we build for human needs. “What cool thing I can build with this piece of tech” (think of the AI hype) doesn’t really address whether anyone wants or…

The most powerful person in the world is the storyteller — Steve Jobs. He was spot on when he made this comment in a Rolling Stone interview. In business we are overwhelmed with information. It is not until that information is structured through a story that an audience is able…

Understanding a buyers emotion is a powerful capability. By understanding emotions you become a far more effective writer, communicator, salesperson, and designer. Legendary advertiser and copywriter Clayton Makepeace considered the below to be the most powerful emotions of a customer. 10 Fears Every Human Being Experiences Fear of the Unknown Fear of Embarrassment Fear of Failure …