JonOct 13, 20213 minKissing FrogsWhy don’t we follow our instincts? In nature, many animals give out pheromones when they want to meet a potential mate - same in business.
JonJul 26, 20213 minWhat’s Your Organisation's R Number?Movie reviews, Trip Advisor ratings, Internet influencers, celebrity endorsements – opinions make for powerful marketing tools. Back in...
JonJun 23, 20212 minAutomating Digital Transformation DesignThe delicious irony with designing digital transformation programmes.
JonOct 22, 20202 minEffective AdvocatesModern, convoluted buying processes make it so important to equip your advocates with new decision enablement skills.
JonAug 21, 20202 minGetting Peeled Why conversations need to be high gain and a simple tip to practice.
JonJun 23, 20202 minYou’re not just breaking rocksMaking your proposition as meaningful as possible to the most senior person in the buying process
JonMar 3, 20202 minYour Customers Are Consumers TooIs it time to borrow B2C techniques to reach and test your B2B customers?
Chris JDec 23, 20192 minIs Serendipity a Science?Creating your own luck - finding those times when preparation meets opportunity.
JonNov 24, 20192 minAppearances are DeceptiveAppearance isn’t a reliable predictor of buyer behaviour.
JonAug 15, 20192 minHow Big is Your Boardroom?Unless you have a really small office you can fit your target audience in your boardroom. Go deep rather than wide on understanding them
JonMay 26, 20192 minGet More DoneI have a bin for garden waste (grass cuttings, pruned plants, weeds - that kind of thing). I pay my local council a fixed amount each...
JonApr 24, 20192 minWhen to fold?What's the best way of winning more? Don't fight battles you’ll almost certainly lose. Sounds obvious but I've lost count of the number...
JonMar 4, 20192 minSeduced by sizeBack in the day, the size of someone's rolodex was supposed to be an indication of their ability to open doors. Today it would probably...
JonDec 5, 20182 minChoices choicesIt’s that time of year where budgets are committed and targets negotiated. Early in the new year you’ll have the annual kick-off and the...
JonSep 17, 20182 minSeeing what's really thereOur brains are really good at bringing order from chaos, at recognising patterns from random data. But as is often the case, a strength...
JonJul 27, 20182 minPlaying NicelyIf your company was a person, how would the people who work with you describe it? Considerate and easy to get along with? Or thoughtless...
JonJun 27, 20182 minWhat's your story?Why do organisations find it so hard to articulate and quantify the value they deliver to their customers? It should be easy - “This is...
JonJun 7, 20182 minIt's in there somewhereHistorically we bundled things up because it made sense. It made processing quicker, easier and cheaper. But aggregation is rife with...
JonMay 14, 20182 min"We use it every day"Did Mr Kipling eat his own cakes? Do you use what you sell? If the answer to that is “no”, just think about that for a moment. Think...