The Elements of Story
(6/11/2018) I never thought I’d learn about business while sailing alone on a small boat at sea, but here’s the story: When I was a young man still in college, I found myself—quite through happenstance—in the company of an odd band… READ ON
(6/11/2018) I never thought I’d learn about business while sailing alone on a small boat at sea, but here’s the story: When I was a young man still in college, I found myself—quite through happenstance—in the company of an odd band… READ ONInspire Prospects to ASK You to Sell!
(8/16/2022) Inspire prospects to ask you to sell to them. Many years ago I was out sailing on Biscayne Bay with an old sailor friend. The conversation drifted from how to adjust the sails to light talk about our personal lives,… READ ON
(8/16/2022) Inspire prospects to ask you to sell to them. Many years ago I was out sailing on Biscayne Bay with an old sailor friend. The conversation drifted from how to adjust the sails to light talk about our personal lives,… READ ONSound Advice for Writers & Publishers
(7/26/2022) The following advice on writing and publishing is based on my own experiences and those of my clients. I hope you find it valuable and encouraging, even if it changes your expectations. I’ve written and published twelve books, and I’m… READ ON
(7/26/2022) The following advice on writing and publishing is based on my own experiences and those of my clients. I hope you find it valuable and encouraging, even if it changes your expectations. I’ve written and published twelve books, and I’m… READ ONHobbyist or Professional? Be the Best in the World.
(7/12/2022) Hobbyist or professional? True professionals dedicate their lives to being the best in the world at whatever they do—not some day, but today—every day. Not try, do. I have played guitar almost every day for almost forty years. I play… READ ON
(7/12/2022) Hobbyist or professional? True professionals dedicate their lives to being the best in the world at whatever they do—not some day, but today—every day. Not try, do. I have played guitar almost every day for almost forty years. I play… READ ONConflict: Sailing the Storms of Life and Business
(6/28/2022) In storms of life and business, it requires immense energy to sustain conflict. Dangerous and destructive forces require attention and—at the appropriate times—resistance, but often the best strategy is to park and wait for the tempest to subside. A retail… READ ON
(6/28/2022) In storms of life and business, it requires immense energy to sustain conflict. Dangerous and destructive forces require attention and—at the appropriate times—resistance, but often the best strategy is to park and wait for the tempest to subside. A retail… READ ONSell Outcomes, Not Products
(6/14/2022) Sell outcomes. The products or services you exchange at the transaction stage of a business relationship might not be the most meaningful basis for describing what you offer. Before you print your next batch of business cards, think like a… READ ON
(6/14/2022) Sell outcomes. The products or services you exchange at the transaction stage of a business relationship might not be the most meaningful basis for describing what you offer. Before you print your next batch of business cards, think like a… READ ONPace Your Prose With The One-Sentence Paragraph
(5/31/2022) Search for “one-sentence paragraph” on the Internet and you’ll mostly find questions about whether writing them is even an acceptable practice. The one-sentence paragraph is not only legal, it’s a useful and powerful literary device for writers and speakers. One-sentence… READ ON
(5/31/2022) Search for “one-sentence paragraph” on the Internet and you’ll mostly find questions about whether writing them is even an acceptable practice. The one-sentence paragraph is not only legal, it’s a useful and powerful literary device for writers and speakers. One-sentence… READ ONYour Unique Value Story
(5/18/2022) Imagine an event where each attendee is given a puzzle piece and directed to connect one-at-a-time with others in the room to see whether their pieces fit together. Though such a laborious process sounds absurd, it describes exactly how most… READ ON
(5/18/2022) Imagine an event where each attendee is given a puzzle piece and directed to connect one-at-a-time with others in the room to see whether their pieces fit together. Though such a laborious process sounds absurd, it describes exactly how most… READ ONConfirmation Bias: Storytelling at Your front Door
(5/3/2022) We give more weight to evidence that supports what we like—a phenomenon called, “confirmation bias.” Belief is often based as much on what we want to be true as on what we determine to be true through direct observation. Data,… READ ON
(5/3/2022) We give more weight to evidence that supports what we like—a phenomenon called, “confirmation bias.” Belief is often based as much on what we want to be true as on what we determine to be true through direct observation. Data,… READ ONStorytelling and Your Mission Statement
(4/19/2022) Anyone who questions the relationship between business and storytelling need look no farther than the humble corporate mission statement. The goal of this article is to teach the value of storytelling so you can develop engaging mission statements that… READ ON
(4/19/2022) Anyone who questions the relationship between business and storytelling need look no farther than the humble corporate mission statement. The goal of this article is to teach the value of storytelling so you can develop engaging mission statements that… READ ONReading Aloud Doesn’t Have to Be Boring
(4/5/2022) Keep your listeners’ attention while reading aloud. The host announces the next author. She walks to the lectern, offers a synopsis, and begins reading aloud. It’s not bad prose—and I can’t say that for every writer here—but after three pages… READ ON
(4/5/2022) Keep your listeners’ attention while reading aloud. The host announces the next author. She walks to the lectern, offers a synopsis, and begins reading aloud. It’s not bad prose—and I can’t say that for every writer here—but after three pages… READ ON
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Every two weeks, I send out a new article about business communication. Storytelling, writing, and presentation skills are common topics, though I’ve been known to throw in an occasional oddball post around the holidays. Your questions and comments are always welcome!