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10May
A Billion Dollar Sales Process Learned From a Small Town Contractor
I needed some work done at my house. I talked to ten contractors, and nine of them were awful. But the one who ended up…
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03May
How To Calculate The Cost of Doing Nothing
“Not right now.” “We’re in a holding pattern.” “I’m not ready to decide yet.” “We need more information.” “The timing isn’t right.” I’ve talked with…
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26Apr
The Most Important Parts of the Customer Experience You’re Not Even Thinking About
Most people assume that once they’ve got a customer, that’s when customer’s experience starts. But they’re wrong. The customer experience starts long before the prospect…
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19Apr
A $464,000 Difference of Opinion
$464,000. This was the cost of a new custom software development tool that the IT department was proposing to a CEO I was working…
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15Mar
How to Turn $1.73 into Millions Within Days
Don’t worry about having a heart attack on an airplane. Chances are good. You’re likely to live. At least you’ll see a doctor. Did you…
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08Mar
The Most Powerful Tool You’re Almost Certainly Not Using
In my work over the past ten years, I’ve been fortunate enough to work with companies that employ three people, and those that employ thousands….
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01Mar
Narrative Trumps Experience
Let’s play a game. I want you to picture the perfect plate of pasta in as much detail as you can. Close your eyes…
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23Feb
The Giant, Untapped Opportunity You’re Likely Missing
I told you about my miserable hotel check-in experience last week. If you missed it, find it here. But it got me thinking… Would I…
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19Jan
The Power of Reinvention and The Pitfalls of Relying on The Greatest Hits
Companies can build reputations and legacies based off of single stories, and it’s easier than ever in the internet age. For example: Four years ago…
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20Aug
Frustration Opportunity
Last night I watched an episode of Shark Tank where a young couple attempted to raise funds for a children’s ‘sippy cup’ they have invented…
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