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Does Your Marketing Answer These Questions?

Too much marketing today is vanity. To paraphrase something Peter Drucker might have said, “the job of marketing is to create a customer and to make selling unnecessary.” That’s why I got to thinking about questions that your marketing should be answering for your prospects: Why me? What’s the value? How are you different? […]

10 Ways To Deliver Value In The Sales Process

Creating value during the sales process isn’t a mystery, here are a few ideas that can help you deliver value throughout the sales process: Refer a prospect to a potential service provider Offer new ideas Offer new perspectives on old subjects Make a new connection with someone Identify the point of pain Reframe an […]

Are you measuring outcomes?

One question I would like you to answer for me going into a new week is: “How are you measuring progress?” I know in a recent post I talked about judging yourself from outcomes, but have you thought about what those outcomes are and how to make sure you are aiming at them. Let me […]

People have the power…

When I write my monthly piece for the Project Management Institute, I’m often surprised by which pieces have the most resonance with people. In the past few months, I’ve had exceptionally high engagement, feedback, and newsletter signups…and I think I can point that back to the idea that they have been especially human-oriented. I’ve […]

Lessons In “The Empathy Economy” For Sports Business

In writing a lot about the Empathy Economy lately, one place that needs special attention is sports business because now more than ever, Empathy can win you fans for decades or lose you fans for life. That’s why I think that sports business needs to embrace more empathy and humanity in the way that […]

What Does The Collapse of RazorGator Say About Ticketing Today?

Over the course of the week, news has been breaking about Razorgator going bust. Yesterday, the news was confirmed with Razorgator saying that they had entered “formal insolvency.” If you look around the ticketing internet, you will see a lot of comparisons to ScoreBig and a lot of talk about consolidation deals, the place […]

Big Ideas In The Empathy Economy: You Can’t Outsource Compassion

February 28, 2018
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One thing that Big Data will never teach us is how to act human. That’s one of the big challenges we will have to overcome in The Empathy Economy, the fact that we need more humanity in our business environment. I was listening to Seth Godin’s new podcast, Akimbo, and he talked about the […]