All the News That’s Fit to Print? Maybe not.

Posted on Aug 30, 2013

The financial challenges faced by traditional media have been well reported. What’s been discussed less often is the impact this industry crisis has on current research methodologies. Few would argue that our world has become a simpler place in the past fifty years. And yet, a recent study conducted at the University of Illinois clearly demonstrates decreasing output […]

It’s 11am. What have you accomplished?

Posted on Aug 29, 2013

If statistics are to be trusted, you’ve spent the past two hours searching for information. We spend nearly 25% of every work week conducting research. For managers, that’s more than $32,000 each year for each employee. And, with an additional 5 exabytes of data being dumped on us literally every other day (see the infographic […]

The amateur horticulturalist: A Study in Social Marketing

Posted on Aug 24, 2013

Every morning, I get up at 5:45am. Every morning, I take the dog for a walk. Every morning, I pass an elderly neighbor, watering his garden. At 5:45am. Patience & Commitment By all appearances, he’s a patient man. Gardeners tend to be. It can take years for seemingly random twigs in the ground to mature […]

A Powerful Way to Build Connections

Posted on Aug 23, 2013

Empathic Storytellers close more deals, more quickly. The object of empathy is understanding – tailoring value propositions to match both the unique needs and wants of the recipient. Understanding allows the Empathic Storyteller to anticipate and proactively eliminate objections. Understanding minimizes competitive alternatives. Understanding improves the alignment between need/want and solution. The result for sales […]

An Impromptu Picnic, and a Lesson in Social Marketing (part 2)

Posted on Aug 13, 2013

If you recall, one day last week my two year old called me to lunch: “Papa, lunch ready. Eat outside.” And, having delivered his message, he tugged on my hand to prompt me out of my chair. Reflecting on the exchange later, I noted that there were two lessons for the social marketer in my […]

An Impromptu Picnic, and a Lesson in Social Marketing (part 1)

Posted on Aug 9, 2013

I worked from home yesterday. Around noon, my two year old walked into my office. “Papa, lunch ready. Eat outside!” He beamed, clearly pleased that he’d remembered the complex instructions to summon me for lunch. He tugged at my hand. I left my desk, and we headed out for our impromptu backyard picnic. It’s the kind […]

Improve Your Negotiating Skills Through Storytelling

Improve Your Negotiating Skills Through Storytelling

Posted on Jul 30, 2013

The object of empathy is understanding. – Lauren Wispé, The Pyshcology of Sympathy (1991)   And, I argue, the foundation for compromise – which is the cornerstone of all successful negotiations – is understanding. Storytelling is one of our oldest forms of communication. Artful storytelling can convey information and understanding that’s at once both intellectual and […]

70 Million Reasons Why You Should Know Your Risk DIfferential

Posted on Jul 17, 2013

I hate dragging around an umbrella. There’s never a good place to put an umbrella. A wet umbrella’s just a mess. And, half the time I end up leaving it somewhere – under a seat, on a counter, in a corner, you name it. As a result, I tend to have one only when I’m […]

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