How vs. Why

Be honest now, what does your sales pitch sound like?  Do you spend most of your time demonstrating how your product or service works?  Do you discuss features as if that shiny button has the ability to transform your customer’s world?  Are the results of those...

The Tyranny of Choice

Chris Anderson in his book ‘The Long Tail’ presents an intriguing case study.  In two separate instances, shoppers at a specialty food store were presented with a display table of jams and jellies.  On each table was a coupon offering a discount on any...

90% of what you do is cr*p

I’m not having a bad day or feeling particularly negative.  This statement is known as Sturgeon’s Revelation (or law).  Theodore Sturgeon was a science fiction writer and critic.  When faced with criticism that most scifi work was not worth watching or...

Did Superbowl Messaging Miss the Mark?

The 2014 Superbowl broadcast was widely anticipated to be a classic football contest.  In the end, it turned out to be a blowout – decided by halftime and sealed with the opening play of the third quarter.  But enough about football.  As iconic as the Superbowl...

Influencer, Thought Leader, or Rock Star?

I always wanted to be a Rock Star.  Surely it must be easy, right?  It seems so effortless, so much fun.  Riding on tour buses, playing guitar, partying all day and night.  Anyone can do that.  Right? And yet, while there are many ‘Rock Stars’ –...