[vc_row][vc_column][vc_column_text]In my strategy practice, I have worked with over 140 companies. If there is one thing I've learned, it's that companies often frame their offers without true understanding of why customers buy. To successfully connect with business...

[vc_row][vc_column][vc_column_text]We are so impatient. God forbid our browsers take five seconds to load. We take technology for granted in part because a few revolutionary companies reset our expectations. Truly awe-inspiring technologies like going to the moon,...

[vc_row][vc_column][vc_column_text]According to Forrester, 93 percent of B2B (business-to-business) buyers say they "prefer buying online rather than from a salesperson." Ugh.  Today, the most successful salespeople are part technician, part tactician and part...

[vc_row][vc_column][vc_column_text]Let’s face it, many of us feel completely overwhelmed at work. It's estimated that the average professional person spends 20 percent of his or her time searching for information. Our inboxes are inundated with email, our desks are...

[vc_row][vc_column][vc_column_text]The documentary Becoming Warren Buffett is must-watch TV. It's the story of a man who pinched pennies his whole life only to amass a fortune of over $80 billion, most of which he has pledged to the Bill & Melinda Gates Foundation...

[vc_row][vc_column][vc_column_text]According to Harvard Business School professor Clayton Christensen, there are over 30,000 new products introduced every year, and 95 percent fail. According to University of Toronto Professor Inez Blackburn, the failure rate of new...

It wasn't long ago that Amazon was a sleepy little online book seller with aspirations to rule the universe. According to CB Insights, the company now represents four percent of all retail and 44 percent of ecommerce. Since its IPO in 1997, the stock is up a modest...

My wife is from New England, and it seems like half the people I know love the New England Patriots. The rest are tired of watching them win. Familiarity breeds contempt. Since his arrival, Coach Bill Belichick's winning percentage is a staggering 74 percent--the...

As one of Ernest Hemingway's characters once said, businesses go bankrupt two ways: "Gradually, then suddenly." Sounds like the swath of businesses that are not converting from brick-and-mortar to ecommerce. Those who haven't already better move fast. According to...