To deliver surprise you need to be comfortable with risk. No risk, and you’ll be expected, predictable. And if you want to stand out in your market, predictability works in

During a conversation this past week, I heard that. That raising your prices 5X or 10X, or charging one client different (probably 10X more) from another is not fair. Or

BS. What if you reframe it? And just see things from what you know, and adapt it to them.

(Doom)Scrolling through LinkedIn a post popped up: creative strategist. Is there ANY strategy that doesn’t require creativity? How can you create advantage —and bring it in a surprising way— (2

In The JOLT Effect, a maximizer refers to a type of person (buyer, in this case) who: Wants to make the absolute best possible decision, not just a good one.

Creating value is not the same as creating revenue —and viceversa. Increasing your revenue can be a good indicator of something happening: the market finding your offerings attractive, making a

Revenue ≠ Value Just that for you to think today. 🙂

Why would you even want to stand out? It’s risky. Looking different will get attention, and not all of it will be “the right” attention. Involves breaking from the standard.

The difference between Will change, Changing and Changed: Intent, messiness and calibrating, and done. This is how it sounds and what your customers hear when talking about your prices. My

How to find value —so that you can sell for more You don’t. You help your clients find that out, because THEN you’ll be able to capture more of it

When you’re running a business —or you’re in a position on learning how to— you have your own bubble. And you have to break off of it. Who are you

Or at least, avoiding making anyone upset. Nice thought, but nonsense. Utopia. You can’t make everyone happy. Unless you’re laughing gas. (And even then.) Your decisions will impact your business,

Timing. In sales and negotiation dynamics, it’s all about who has the more power —there’s always one who wants it more. When to be the first to speak? In my

Jobs To Be Done is a theory with 2 approaches. They both center on how to find the thing that makes customers tick. This, based on markets and needs. One

You’re about to get into shifting the way you do work for a better way. That’s what you think. That’s the goal. But, what’s “better”? It’s too abstract. Too fuzzy.

Hard conversations can be simple. They are, actually. Though they feel hard because you’re invested into it. You have consequences you’d rather not dealing with. Yet —in the vast majority

If you’re trying to create advantage, you’ll need to embrace risk. There’s no bulletproof way to surprise.

Just seen today at a trade show: “Intelligent Solutions” Does this mean the competitors are either dumb and/or problematic?

From yesterday’s message, lots of readers replied with “I’d choose to sell less units for more $”. That’s awesome. 🙂 However, you’d be surprised with how many business owners go

If you want to improve your sales, would you go for selling more units*, selling more units for a lower price each, or selling the same units for more? selling