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Articles

Home to long-form essays about how to make better business decisions by changing the way you think and act. You'll find articles here about systems thinking, decision-making, and revenue strategies.

SDS Book: Introduction

The background story of how an environmental scientist studied and wrote a book about selling agency services.

SDS Book: Introduction

Mindfulness In Sales Conversations

Mindfulness will transform your conversations in sales, and every other relationship in your life. Learn why, and how to develop a meditation habit.

Mindfulness In Sales Conversations

How to Write an Article Outline (For Thought Leaders)

Good thought leadership is clear, concise, and well-structured. Starting with an article outline will help your writing have more impact, focus, and even rank on search.

How to Write an Article Outline (For Thought Leaders)

Growth Implications of Outbound Lead Gen For Agencies

Most agencies survive on referrals. Adding outbound lead gen to your agency can have serious growth implications - here's why.

Growth Implications of Outbound Lead Gen For Agencies

My Podcast Setup and Signal Flow

If you’re looking to start a podcast, one of the first things on your mind is how to make it sound good. There’s a quite a bit to that question, but I’ll start by telling you everything in my signal flow. What you’ll need, generally speaking,

Managing Client Expectations: A Guide For Agencies

A friend recently broke up with her boyfriend. It was a short lived romance. You know the kind. It starts with a rush of excitement, followed by the first sign of irreparable differences. You have a creeping suspicion that maybe it won’t work out – or maybe you just know

Managing Client Expectations: A Guide For Agencies

Theory of Constraints: What's Hindering Growth In Your Agency

Putting me in charge of delivery at your agency would be a huge mistake. I ran my own agency for years, have since converted my business to a solo practice, and now (as of this writing in March 2021) I’m Head of Growth at Gold Front, a category

Theory of Constraints: What's Hindering Growth In Your Agency

15 Negotiation Strategies For Your Next Deal

There comes a time in every deal when you’ve covered everything and it’s time to reach an agreement. The negotiation strategies you use will help determine whether you win the deal, and how profitable it is. The problem with negotiation is that too much of it is done

15 Negotiation Strategies For Your Next Deal

A Unified Theory of Business Development Strategy (2021)

A business is simply a system of value creation. In expertise and applied knowledge work, driving value requires people, processes, tools, and applied effort. Your business development strategy will determine how much value you can drive, and to whom.  If you Google around enough, you’ll see a lot

A Unified Theory of Business Development Strategy (2021)

Value-Based Pricing: Is It Right For You?

In 2012, the Wall Street Journal published an article claiming that Mac users were willing to pay $20-$30 more per night for a hotel than Windows users. The insight came from a huge, reliable data set published and shared by the travel site Orbitz.  This should surprise almost no

Value-Based Pricing: Is It Right For You?