
Why You Should Switch From Sales Funnels To Revenue Funnels
Some think this is a matter of semantics with no material difference between sales funnels and revenue funnels. They’re wrong. Manage sales funnels for transactional sales. Manage revenue funnels for customer lifetime value. While every sales and revenue funnel there...

How To Deal With Others’ Drains On Your Time
Time management would be so much easier if everyone else left you alone to do your work. But they drag you into meetings, ask questions, want to check in or ask you to do other things. Welcome some of these interruptions. Manage the rest either by saying no, doing...

How Top Hockey Agent Pat Brisson Takes Years To Create Great Moments Of Success
Of the 126 top professional hockey agents, one, Pat Brisson, represented 10 of last year’s 31 first round draft picks - over 40 times his “fair” share. Here’s the secret. Those 10 players didn’t pick Brisson after they were drafted. Brisson and his team of 25 agents,...

What Matters Now: Other-Focused Leadership
Let’s mash up three ideas: 1) The world needs more other-focused leaders, 2) Happiness is good, or more precisely, three goods: doing good for others, doing things you are good at, and doing good for yourself. 3) Great leaders bring out others’ self confidence. “They can because they think they can.” – Virgil
Taking all those together inevitably leads to the conclusion that other-focused leaders focus their efforts on influencing others and motivate them in new and interesting ways that brings out their self-confidence. This is extraordinarily important at this moment in time. The unintended consequences of treating current events as zero-sum competitive games are going to hurt us all – unless we change.

Want To Be Wiser? Strive To Be Wrong.
“No one should be ashamed to admit they were wrong, which is but saying, in other words, that they are wiser today than they were yesterday.” – Alexander Pope
Go further. Actively strive to be wrong. Run experiments to learn and grow. Get help from those with different perspectives to see things differently.
This combines learning from Daniel Kahneman on deliberate thinking, Adam Grant on scientific thinking, and Roger Neill on best current thinking.

Why It’s Crucial To Align Brand Positioning With The Essence Of Your Organization
Everything communicates - everything you do and say and don’t do and don’t say internally and externally. Given that, aligning what you say about your brand with what you do and what you are as an organization has to make sense. Do that by connecting every aspect of...

How Objective Functions Take The Emotion Out Of Disagreements
Agreement on a single objective function enables a more rational, linear way of ratcheting up everyone’s best current thinking, minimizing the time spent on individuals’ emotions and personal agendas.

Why Great Service Is A Two-Way Street Paved With Respect
Acquire and nurture customers that will be satisfied with that level of service – treating them with respect at every step of the way.

Staving Off The Ultimate Tragedy Of The Commons By Making Better Complex Decisions Cooperatively In Glasgow
The Tragedy of the Commons happens when individuals make decisions that are right for themselves but wrong for the common good. Arguably this is what led to over-fishing Cod in the North Atlantic or over-grazing common lands. Yet again, world leaders are gathered (in...

Applying General David Petraeus’ Lessons From Afghanistan To Your Business
General David Petraeus has a unique insight into America’s mistakes in Afghanistan. It turns out his five key lessons can help you avoid similar mistakes in your business if you:
Fill gaps before someone else does.
Turn thinking into action with practical impact.
Leverage unequal strengths to lead.
Stand for something, not just against things.
Lead through the short-term for the long-term.