Stop selling – Think enabling!

Selling makes a complex emotional exchange sound simpler than it actually is. Most things we sell are merely enablers for the emotions that are satisfied. The vast majority of sales people focus on the object or the service, they don't focus on the actual emotional need that the product delivers. People don't buy bikes, they buy the feeling that the bike enables.

Experts no more

Today's challenge is thriving amidst change.  Experts are non-existent as keeping pace with technology is our constant battle. Our existing paradigms are under threat as new mental models emerge to keep pace. The day of the expert is over, now we're just…

Are you a charity? Prove it!

Charities are now faced with a much more savvy audience. To succeed in current and future times charities must be able to prove their value. They must be able to communicate their impact and be able to quantify some element of it. Performance of charities will be critical as consumers become more aware, more skeptical and actually want to do more. Charities must think impact reporting and it must become part of their culture.

Nine things charities must do…now!

Here's nine things charities must do to ensure their relevance in the future:  Have a clear vision that everyone from the board down is prepared to stake their reputation on.  If you don't believe the vision and can't articulate how you're…

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