Category: Connection

Perfecting your sales strategy is like learning the art of boxing: Focus, precision, connection

We all sell something: 

Ideas, methods, technologies, products, services, artistic creations….

We all need people to buy what we sell. This is a basic, unadorned truth. 

Selling our products or services to people is not easy. If you would like to get better at it, or need a fresh vision, this story is for you.

. . . . . . . . . . . . . . .

I did it.

I finally made the leap. Today was my fourth session.

I recently started doing something I’ve wanted to do for a long time: learn the sport of boxing. And now I have a personal trainer—a coach—just for me.

When I got up this morning, and put on my sweat suit, my body was aching. I can feel muscles I’ve never felt before. Yes sir, there they are, being stretched and worked for what seems like the very first time.

We probably all think we know how to box, more or less. So why did I get a coach to help me do something that I could have done on my own? All you have to do put your fists in front of your face and punch into the air. Start swinging, right?

Wrong.

Continue reading »

What problem do you solve?

That is the question.

And, believe me, answering this question is the key to the strength of your project or business.

You can think of this quest as a part of your story, though this chapter won’t be about you. It’s about your clients. The beauty of this story is that it’s being written right now, as you read these words, and soon it will have new and compelling narrative.

My intention is to help you connect to the people that belong to your client population. I know that sometimes this is the most difficult thing to do for any project or business, no matter how excellent the product or service.

Hopefully, after you read this article, something will shift that will help you to make the connection to your potential clients even stronger.

Let’s begin by asking this fundamental question: what problem or need does your client population have that your project or business can help solve?

To be able to answer accurately we first have to do a different kind of thinking.

Continue reading »

When your talent is on fire, finding the perfect language is your coolest strategy

Outside, Barcelona was in flames.

Inside, the waiters in white mandarin collar jackets fluttered and fussed around me. And that was exactly what I wanted. Air conditioning, a small space to call my own for as long as I needed it, a few professionals paying attention to my every need, a Mediterranean menu and a glass of sparkling water with ice and lemon.

A moment of paradise.

In a city on fire.

Outside, it was hot, very hot; a sun-drenched July day in Barcelona.

A very curious thing happens every summer to the habitants of this city—we enter into a collective amnesia. We forget what summer is like and has always been like. And to express this curious condition we throw ourselves into a type of verbal and emotional ritual. We don’t formally organize any of this, but all of us, at the same time, are truly astounded by the heat. We are incredulous and morally wounded by the blasts of hot air that are projected onto our bodies and penetrate our souls. As if we had never had this experience before. 

Continue reading »

Out of the dark and into the light: the secret of content marketing

At the end of this post you will no longer be afraid of the dark. Or of the bogeyman. Or of marketing — content marketing in particular.

The word marketing makes many of us feel intimidated; it has somehow gotten blown into the status of a looming mythological and demanding god ready to cast down bolts of lightning if we do not pay homage and offerings to its power and greatness.

It is a word that often produces anxiety because most of the time we feel like we are not doing enough. Or know enough. Or are up to date on the latest tricks and trends. Or are fast enough. Or loud enough. Or cool enough.

Marketing, until now, has been the divine terrain of a few creative elite. Not of mere mortals such as you and I.

Marketing is kind of like the bogeyman with Ray-Bans.

But, by the end of this post, that will be different. You will have unclothed the myth and tamed the beast.

Sound good? Well, let’s get going.

Continue reading »

The hard drive and the brain

The first image is my hard drive. It stopped functioning.

The second image is my brain. It continues to function.

One important difference between what our computers do and what our brains do is that even though our hard drives stop functioning; our brains don’t.

Another difference is that hard drives are made in identical series.

Our brains are wonderfully and remarkably unique.

Yes, that’s right.

But this is just the beginning; it gets better.

Our brains shape who we are.

And it is who we are that leaves its mark on the world and on the people around us.

Not our hard drives.

It is who we are that creates our projects and dares to give them life, dares to fail, and dares to try again.

Not our hard drives.

It is tempting these days to fuse the two together—the brain and the hard drive—to make them into one, to celebrate their similarities, to desire that they function the same way.

Don’t.

You will miss knowing the very nature of your existence:

Your ability to engage in creative thinking, slow thinking, re-thinking.

Your ability to make a mistake, to take a risk, to fall and to stand up again.

Your ability to connect ideas, to perceive needs, to ask questions and listen quietly.

Your ability to grow, to laugh, cry, feel anger, to ask for help, and then learn.

Your ability to have an insight, to see the whole picture, to come to a realization.

Your ability to act, to take a leap of faith, to defy reason, to begin again, to change directions.

Your ability to succeed at doing what you believe in and draw strength from what you value.

What the world needs, more than ever, right now, is who you are—who you decide to be, what you decide to do, what you decide to communicate, and who you decide to communicate it to.

A computer and its hard drive can’t do that.

You and your brain can.

…………………….

Author’s note: the image of the hard drive is from my Macintosh laptop. The image of the brain is from an MRI that I had done because I was very curious.

If you would like to see a few intimate moments of a brain—my brain—in movement, click here or watch the video below.


Delight in a moment of mystery: Fortune cookies for a strategic 2012

The beginning of a new year is a symbolic time for many people.

In the West, this is a rare occasion when our highly commanding society actually dictates very little. When publicity and advertising and cultural mythology are not telling us what to feel, to want, or to do.

Depending on where we live in the world, as the clock strikes twelve midnight, there are different customs that many of us follow, but the deeper meaning of this moment is up to every individual to define or embrace for themselves.

In my adopted region of Catalonia, populated by large clock towers throughout every town and village, we eat a grape with each dong of the midnight hour. Hastily shoving one grape per second into our smiling open mouths under our laughing eyes, and secretly wondering, every year, if we will choke upon reaching the twelfth grape, the ritual thereby becoming our farewell to the world instead of our entry into a new year. At the end, we don’t choke, we never do, though the risk is exciting and palpable.

So we enter the new year, alone or in the company of others, chewing, swallowing, and full of desire. A year marked by the cyclical 12-month calendar that structures the parcels of time for most of the people on the planet. 

Continue reading »

The motorcycle story

While running, I saw it.

Parked next to others, tail outward, resting between two chalky diagonal lines.

I don’t even recall the color of its body because a memory came at me fast and smooth as my eyes swam over the details and took in the word, Ducati.

The memory felt easy. The images that came to mind were familiar; it was the same sequence that unfolded every time I saw a motorcycle with this name.

I remember the way his eyes looked as he explained what he wanted me to know with the simplicity of passion.

Many years ago, my friend and I were walking to work through the backstreets that wound around the neighborhoods close to the college campus; we were both waiters at the same restaurant. He stopped abruptly, got quiet and looked down at a lone red motorcycle parked on the gravel. His face softened and he shook his head for a moment as we stood in silence. Then, he raised his gaze, locked his shining eyes on mine and with excitement in his voice he said: 

Continue reading »