These are essays from the wayback machine. The topics are varied. Some are about business, but mostly rumination on current events and whatever caught my attention at the time.
Don’t Mistake a Clear View for a Short Distance
Just because you can see it doesn’t mean the customer will do it. People don’t just wake up one day with a need, with a
Claim Your Superpowers
A superpower starts out as a characteristic. It’s something we notice about ourselves, a talent, something we like about ourselves, or something we do well.
Four Encouragements
Sometimes it helps to remind ourselves to . . . Show Up You can’t win if you’re not on the field. You can’t play if
Bricks, Walls, and Cathedrals
A man sits by the road beneath a tree, enjoying a mid-afternoon snack. A man walks by with a load of bricks. Our friend calls
Focus on what matters
Not everything that happens, matters. Not everything that matters can be controlled. Not everything that happens to or around you is worth your attention, much
The Epistemology of Selling
A great sales conversation is an exercise in epistemology. What? That two-dollar word means the search for shared truth . . . the intersection of knowledge