Resources

Most people think a computer crashes because it's broken. Often, that's not true. More commonly, it slows to a crawl because it's trying to manage too many competing processes at …

Most people assume that when a customer looks at a webpage or listens to a sales presentation, they absorb the information and then decide what they think. Neuroscience suggests something …

The brain is not designed to understand everything. It is designed to predict what matters. Most people interpret confusion as a communication failure. It isn't. It's a cognitive event. If …

There is a phrase that quietly destroys growth in complex markets. 'Almost there'. Not rejected. Not approved. Just… almost. The Illusion of Momentum When a deal is 'almost there', it …

There is a dangerous assumption in sales. If a solution is strong and the logic is sound, intelligent people will move quickly. In complex environments, the opposite is often true …

In industries such as mining, engineering and manufacturing, sales cycles can stretch from months to years. Complex products, multiple stakeholders, and high-value contracts all contribute to the delay. While some …

It’s important to understand that your audience does want to hear from you, but is your message clear and relevant, and standing out from the noise? There was a time, …

When your story doesn’t land, your policies don’t matter. The Coalition’s campaign was a case study in how not to market a political brand, anything for that matter. I don’t …

What consumer confidence is telling us If you only read the headlines, you’d be forgiven for thinking Australians have shut their wallets entirely. Rising interest rates, inflation, and housing stress …

When did you last ask your customers - really ask them - how they rate your product or service? What sets you apart from competitors? Why do they choose to …