It was hot and stuffy in the conference room, but the subject matter was interesting enough to hold the group’s attention. I was sharing findings with the leadership team at a client company, presenting insights into their challenge, traps, uniqueness, and value. What...

It seems counter-intuitive, but the key to growth is to spend less money.  Think of all the things your business is supposed to do to generate revenue: build awareness, create personas, generate leads, qualify opportunities, nurture customers, make offers, target,...

Every business has an invisible engine.  Like any engine, it turns energy into two primary things: useful work and unseen waste.  The best gasoline engines are about 25% efficient –75% of the energy becomes heat and 25% propels the vehicle forward. For business, the...

Many will tell you something different, but the largely unrecognized truth is that substance sells. Not benefits.  Not emotional connections.  Not great experiences.  Not even great products and services.  Customers, investors, recruits, and sales teams all crave...