Mindset and Behavior Archives

Project 2018: An Incredible Story of Success

I don’t care what you or I did in 2017. Good or bad, it’s done, and I’ve never been one for lingering too long in the past. A lot of people think that their past defines their future. That the things they can accomplish now and tomorrow are limited by what has happened previously. But that’s ridiculous. The wake doesn’t push the ship. You’re free to go wherever you want, do what you want and earn what you want in 2018, regardless of the reality that was in 2017.

Protecting Your Superpower

You cannot fully understand a system from within the system. You cannot read the label from inside the jar. The thinking that got you here won’t get you there. It’s unlikely the problem will be solved from within the context it was created.

The Dark Arts of Leveraging Cognitive Biases

Read about the top eight cognitive biases that you can leverage with your clients and prospects in The Dark Arts of Leveraging Cognitive Biases

A Mission With No Exit

I now see the idea of retirement, in this age of the knowledge worker, as destructive. It causes us to put up with less than ideal circumstances today as we wait for our reward in the end, except the idealized reward of the retired life isn’t really what most of us want. We’re not coal miners retiring from physically punishing careers, after all. We have the luxury of working with our brains and enjoying it. Plus, as entrepreneurs, we have the ability to shape our reality to whatever we want it to be. The only thing in my way is me.

The Jedi Mindset

If you want to sell from the high ground, push back on a flawed selection process and lower your cost of sale, you need to arm yourself with a series of mindsets that you can stack one on top of the other. They’ll form sort of a modular mantra that you recite silently to yourself in certain situations.

Are You Really Needed?

Passion is a great thing, but if you fail to match your passion to a need in the market then you’re setting your firm up for failure…

How Will You Feed The Machine Today?

Are you continuously haunted by the question: where will I find the work, and the revenue, to keep everything and everyone going…

A Fair Price

Should you be pursuing as much as you can get from your clients or should you be driven by the idea of a “fair” price? Many economists would say that any price paid is by definition a fair price otherwise the buyer wouldn’t pay it. They’re wrong.

The Flip

The moment in the sales cycle when a prospect who previously had you boxed into the vendor position in the relationship…

Digital Disruption Disrupted

The web design firms that disrupted generalist design firms just a few short years ago are now themselves being disrupted…

Win Without Pitching®: Thinking

Mindset and Behavior