Frameworks, Systems, Adjustments

It’s tempting to look for a system, something that can be run, tested, and optimised. Social media strategies, sales conversations, lead generation, standard operating procedures for creating and publishing content… Most anything can be turned into a system. And the promise that ‘system’ holds is very alluring, which is why there are so many gurus […]

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Asset Leverage: What You Could Build With What You Have

“Excuse me, are you a writer?” A gent who has breakfast with his wife daily, at the same terrace where I sit to drink coffee and journal my head to clarity each morning. I tell him that yes – except I don’t write novels, but ebooks and articles and so on. Functional, business-related writing. We […]

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IF Drift, THEN Draw (Productivity Hack)

I can’t be sure if this will work for you, but in my day it’s proving a great way to get past procrastination. (Note that I said ‘get past’, instead of ‘beat’ or ‘combat’ procrastination – the less energy you feed the thing, the better. That’s why using this ‘hack’ means you’ll be bypassing procrastination, […]

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http://martinstellar.com/blog/22014/

If they say no to your offer, they didn’t reject you – they just didn’t want what you have. If someone opposes your plans or views, they think they’re right, and that doesn’t automatically mean they think you’re wrong – but if you make the assumption that they do think you’re wrong, and you respond […]

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Trust, Trust, Fibs and Sales

Hi, we’re from the electricity company – we’d like to ask a few questions to see if you could maybe save on your monthly bill”. Two kids – boy and girl, about 22 years old. And I knew they weren’t from ‘the electricity company’ (Endesa, in Spain), but from one of the many competing ‘open […]

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Confidence vs Neediness

It makes no difference if I ask for sandpaper, or a screwdriver or a tube of instant glue: she never gets it ‘right’. A hardware store down the street from me, and the lady who works there always comes back out of the storage area with something different than what I asked for. Like that […]

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When Grit Becomes a Problem (Also: Regular service resumes today)

Long-time readers know that it’s uncommon for me to not send my daily emails. I’ve been writing these daily articles for some 5 years now, and I’ve only skipped a few handfuls of times. And yet, for over a week I published nothing. (Sorry about that: regular service resumes today). And it’s not so much […]

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Freedom (And Perceived Threats)

One moment you’re talking to a potential client who seems really on board, ready to work with you… And the next, they seem to have disconnected, tuned out, run into a problem. Gone is the ‘same page’ feeling, evaporated is the harmony and resonance, and you wonder what went wrong. Weren’t they getting ready to […]

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Empathy and Epiphany: “That’s Right!”

When selling something, there’s three kinds of people: Those who fear hearing ‘no’, and get upset or frustrated. Then there’s those who know that hearing ‘yes’ follows hearing ‘no’ a whole bunch of times. And then there’s those who actively seek out a no, because – as the late Jim Camp taught – ‘no’ is […]

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Did You Design It?

I’m a complete sucker for good design. Whether it’s a car, coat, pen, keyboard or the kerning (letter-spacing) in a book: when something’s been designed well, it’s a joy to see or use. The flipside of loving design, is that it’s almost painful when something’s designed badly. That kitchen gadget that slips out of your […]

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