I just read my favorite sales strategy book of all time: The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results, by Todd Caponi. When it comes to B2B sales strategy, fashions have been shifting for decades. But whether we’re supposed to form relationships, challenge people, sell solutions, or always … Continued
Selling with integrity: Todd Caponi’s “The Transparency Sale”
Really, Airbnb? Really?
I’ve just completed a wonderful Airbnb stay with a gracious host — along with an incredible Airbnb outdoor experience. But once these transactions were done, Airbnb committed a heinous blunder that soured me on the whole concept. My hosts in San Diego promised a four-bedroom house with a well-equipped kitchen — and delivered exactly what … Continued
A hard-working glossary can cure jargon overload
A great business book will be full of magic words that reflect new and crucial concepts. What’s the best way to explain those? Here’s how to make a glossary that works without drowning in jargon. If you’re writing a business book, you’ll inevitably face a difficult problem with language. Some of the unfamiliar words you’ll … Continued
Writing, printing, and permanence
Words make pages, which make books. Behind that simple statement is the rich history of the mechanisms of printing. My personal history is a thread in the the broader history of the methods by which words reach the eyes of the reader — a narrative that came to life for me when I recently visited … Continued
Airbnb and the joy of imperfect travel
I’m on a short vacation right now, visiting with family. I’m staying in an Airbnb and I just had one of Airbnb’s local “experiences.” Stuff has gone wrong. And it’s glorious. If business travel is about comfort and predictability, leisure travel is, at least for me, about having unique, memorable, highly local experiences. My wife … Continued
The simple truth about writing a business book
There’s a simple, ironclad chain of logic that tells you everything you need to know about writing a business book. Start with why. Why are you taking on the challenge? It’s going to take a lot of your time and effort. It will require an incredible commitment of creativity and energy. So why bother? The … Continued
Is a Tesla on Autopilot safer? Maybe, but Elon Musk’s stats are crooked
Elon Musk says Tesla is twice as safe with Autopilot on, but his stats don’t add up. Here’s Musk’s tweet. Here’s the quote from Tesla’s report, as published in Teslarati: “In the 4th quarter, we registered one accident for every 2.91 million miles driven in which drivers had Autopilot engaged. For those driving without Autopilot, … Continued
Lora DiCarlo’s CES sex toy press release made me ecstatic
A sex toy called Osé from the company Lora DiCarlo won an award at the Consumer Electronics Show. Then the show’s organizer, the Consumer Technology Association, took the award away. Lora DiCarlo founder Lora Haddock’s pointed, honest response is one of my favorite press releases of all time. Obligatory content warning: If it bothers you … Continued