Conflict: Sailing the Storms of Life and Business (6/10/2019) 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
Sell Outcomes, Not Productssell outcomes not products header (5/27/2019) 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
Pace Your Prose With The One-Sentence Paragraph (5/13/2019) 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
Your Unique Value Story (5/6/2019) Tell your unique value story to put an end to awkward business introductions. “So… um … (squints at my name tag) … Dave … What do you do?” is my least favorite of the questions that droozle out of people’s… READ ON
Confirmation Bias: Storytelling at Your front Door (4/23/2019) 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
Advertising, Business Strategy, and Storytellingbusiness strategy and storytelling (4/9/2019) If you’re skeptical about the connection between business strategy and storytelling, consider the challenges faced by advertising agencies and marketers. Ad agencies’ storytelling challenges are complex because they must consider how the stories of their individual team members dovetail with… READ ON
Another Customer Service Horror Storycustomer service horror stories (3/26/2019) Do you have a customer service horror story to share? What stories are you telling about yourself before you even show up to do business? A Customer Service Horror Story A friend of mine sailed his boat up on some… READ ON
Shipwrecks, Reefs, and Stories About Youshipwrecks (3/12/2019) Shipwrecks are the ultimate symbols of massive failure. Building and operating a ship is an enormous enterprise that requires people, money, teamwork, and skill. Whether a vessel was sunk in battle or lost to a navigational blunder, every wrecked ship had… READ ON
Thoughts on Clichéscliches (2/26/2019) Since time immemorial, clichés have sneaked in the door when we least expect them to. They’re low-hanging fruit for writers who abscond with them quickly instead of striving for excellence. But to the trained eye, writing clichés stick out like… READ ON
The Virtuoso, the Teacher, & the Centipedevirtuoso (2/11/2019) One Sunday morning not long after I had been introduced to sailing, I was enjoying a cup of coffee in the cockpit of my friend Strider’s boat. The sounds of rustling canvas alerted me to watch a bronzed man on… 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!