Your Gravitational Pull
While I have long embraced gravitational metaphors to describe my brand of thought leadership marketing, the term “gravity well” was brought to my attention by Roy H. Williams. Williams, aka
The Power of Positioning Projects
So, instead of investing your effort and attention in a “white paper project,” perhaps you should think of it as a “positioning project.” Not only does this reflect the wider
Seeking Secrets of Customer Attraction? Start with the 5 Elements of Insight
Let me offer five types of content — what I call elements of insight — that I believe can be not only relevant but compelling and actionable. Among them: Frameworks
Own the Issue, Engage the Audience, Master the Market
Where are you today and where do you want to go in the future? Where, most importantly, do you want to take your audience? Given the issues you identify, what
Broken Mirror? New Thinking on Successful Sales Conversations
It’s thought that when you adopt the verbal and physical behaviors of your prospects you quickly gain rapport with them. Do they speak relatively slowly? Then, slow down the pace.
Designing Your Story to Make it Memorable – and Move Deals Forward
Your prospect is psychologically stranded – uninterested in questioning basic assumptions about the status quo. That’s why it’s necessary to challenge this status quo thinking with new insights that widen
