Past Issues

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There are no “Cheat Codes” in Sales: How to Move from No-Win to Win-Win

I’m a fan of the long-running BBC television series Dr. Who.  Since November 1963, time lord Dr. Who has used two of the ultimate cheat codes: a tardis for time travel, and regeneration of himself into a new incarnation if he is injured or near death. Long before players were discovering cheat codes in video games like Minecraft and Doom, Dr. Who was using his to reset no-win scenarios.

In sales, there are no cheat codes that magically fast-track you to a win. If you try to skip levels of trust or time-travel too quickly to a close, it’s likely to backfire. Fortunately, there are ways to move away from no-win and toward win-win. (more…)

The Power of Patience

If you attend a Kansas City Royals game, touring the Royals Hall of Fame is a must, especially if you’ve never been.

Besides seeing the two World Series trophies and all the cool memorabilia, be sure to check out the Royals Dugout Theater. It plays an inspiring video that tells the story of the Royals’ transformation and how they became world champions under the current leadership. There are lots of attributes used to describe the process, but one word that struck a chord on a recent visit was patience. (more…)

The Basics of Growth Hacking — and What it Means for Your Online Business

What is growth hacking? Many business owners and entrepreneurs aspire to be growth hackers, but the term’s meaning has lost precision since it was first used seven years ago. Like “bandwidth,” the word “hacking” has mainstreamed into popular culture and is often used to describe a shortcut in food, fashion and life in general. Growth hacking a business is not an easily duplicated process or a quick fix. As Silicon Valley investor and entrepreneur Paul Singh noted in 2016 at a 1 Million Cups meeting in Kansas City, “Everyone wants to read about growth hacking… [but] by the time the growth hacker actually writes the growth hack out, there’s no yield anymore.” (more…)


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