Get the Yes: Winning Funding, RFPs, and Grants
Monday, 15 Jun, 2015
Get the Yes:  Winning Funding, RFPs, and Grants

When we seek funding or respond to an RFP, our proposals meet the criteria requested, presenting well-positioned information to persuade the decision makers to choose us. But winners are chosen by some mysterious set of criteria not only unknown to us, but often unknown to them. I began thinking about this when a friend told me she was writing a grant proposal. With my systems-thinking brain I asked her:

Help Marketing Know Buyers Well Enough…
Monday, 8 Jun, 2015
Help Marketing Know Buyers Well Enough…

Hi Everyone: I’m sending you something quite different this week; I hope you don’t mind but I find this topic important. My good friend Ardath Albee sent me this note below, asking us to vote for her to receive a grant for something near and dear to my heart: to develop new capabilities for the field of marketing enter the buy path earlier. Please read her sweet note and see if you can get behind this by voting for her. If she wins the grant, I trust that she’ll use the funds to help us all be more successful.

Content Marketing that Converts
Monday, 1 Jun, 2015
Content Marketing that Converts

“Content is king”. I’ve heard that phrase for years. But what does it mean?

When Should a Seller Gather Information or Understand Needs?
Monday, 4 May, 2015
When Should a Seller Gather Information or Understand Needs?

PART 2: Do You want to sell? Or have someone buy? Part 1 redefines buying thus: The process a buyer goes through…

Questions: The Problems and the Possibilities
Monday, 30 Mar, 2015
Questions: The Problems and the Possibilities

I recently accepted a cold call from an insurance guy because I was thinking of switching providers.

Motivation Is An Inside Job
Monday, 9 Mar, 2015
Motivation Is An Inside Job

Why do we do what we do? What causes us to succeed, fail, procrastinate? Is it our environment? Our biology? Our New Year’s resolutions? There’s much debate why our motivation goals fail and how to resolve them. I believe we’re addressing the wrong issues.
WHY PROMOTING BEHAVIOR CHANGE CAUSES RESISTANCE
Everything I’ve read on resolving “motivation” issues focus on behaviors: why, how, when. Courses, keynote speakers, books, attempts to pump up, stimulate, and otherwise inspire. All trying to cause the ineffective behaviors to change to effective ones. But change doesn’t happen this way. Motivation involves both shifting beliefs, and creating new…Read more