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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, sales, decision-making, and revenue strategies.

9 min read

SDS Book: Introduction

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

SDS Book: Introduction
6 min read

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
12 min read

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)
8 min read

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
4 min read

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,

My Podcast Setup and Signal Flow
8 min read

Managing Client Expectations: A Guide For Agencies

Managing client expectations is a skill that can dictate client satisfaction, project profitability. In this guide, you'll learn where expectations come from and how to manage them early and often.

Managing Client Expectations: A Guide For Agencies
5 min read

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

The theory of constraints is an important concept in growing your business. Learn how it works, and how to pinpoint growth obstacles in your agency.

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

15 Negotiation Strategies For Your Next Deal

Your negotiation strategy can mean the difference between a won and profitable deal, and one that could backfire. Learn 15 negotiation tactics and how to use them.

15 Negotiation Strategies For Your Next Deal
10 min read

A Unified Theory of Business Development Strategy (2021)

You've heard all the tactics and strategies - but how does it all come together? Learn the components of a business development strategy and how they come together.

A Unified Theory of Business Development Strategy (2021)
9 min read

Value-Based Pricing: Is It Right For You?

Value-based pricing can be a fast path to profitability, but it's great oversold and won't apply to most. Is it right for you?

Value-Based Pricing: Is It Right For You?