Buy-In: Saving Your Good Idea from Getting Shot Down

Buy-In: Saving Your Good Idea from Getting Shot Down

John Kotter’s work on organizational change has been substantial and in reading Leading Change  and The Heart of Change  I became a fan of his work. Compared to those other works, the book Buy-In  is a radical departure in approach. The first half of...
Changing Minds: The Art and Science of Changing Our Own and Other People’s Minds

Changing Minds: The Art and Science of Changing Our Own and Other People’s Minds

How do you persuade someone else to change their mind? How do you get someone else to come around to your point of view? These are questions at the core of Changing Minds: The Art and Science of Changing Our Own and Other People's Minds . Howard Gardner...
Demand: Creating What People Love Before They Know They Want It

Demand: Creating What People Love Before They Know They Want It

Working on the new DVDs (Psychology of SharePoint Adoption and Engagement , Nine Keys to SharePoint Success ) and the SharePoint Tutor  (SharePoint Shepherd’s Guide Corporate Edition) I’ve gotten quite curious about how demand is created and how some p...
Drive

Drive

What makes you get up in the morning? Chances are it’s not your desire to conquer the world, unless you’re The Brain . One of the really crazy parts about working with SharePoint adoption is realizing how little we know about motivating users. In his ...
Fascinate

Fascinate

As I mentioned in my last post about my experience with the National Speakers Association (NSA)  that one of the speakers was Sally Hogshead . Sally convinced me, among other things, to buy her book Fascinate . But before I get to the book, I should exp...
Got Your Attention?

Got Your Attention?

It takes more than a clever title and a tagline to connect with people. That’s just one of the messages from Sam Horn’s book Got Your Attention? . The chapters are short, just like the goldfish-sized attention span that Horn says we all have today. She’...
Guerrilla Marketing: Easy and Inexpensive Strategies for Making Big Profits from Your Small Business

Guerrilla Marketing: Easy and Inexpensive Strategies for Making Big Profits from Your Small Business

I don’t have a huge marketing budget. In some sense I don’t really have a marketing budget at all. That means that when I do marketing I’ve got to do it guerrilla style. I can’t fight the British in organized straight lines, I’ve got to use guerrilla...
The Hidden Persuaders

The Hidden Persuaders

I can remember as a child sending off a letter about an idea that I thought was powerful. It came from a story I ran across about a movie theatre that ran subliminal advertising for their concession stand. The idea was that the advertising was conveyed...
Ignite: Beat Burnout and Rekindle your Inner Fire

Ignite: Beat Burnout and Rekindle your Inner Fire

Imagine, for the moment, that you felt like India was the edge of the world. You had fought your way to what you felt like was the edge of civilization over eight grueling years – only to see more land before you than you could see the end of. Your e...
Influence: Science and Practice

Influence: Science and Practice

What makes us do something? Why do we decide to buy (and use) toothpaste A vs. toothpaste B? These questions start us down the path of wondering how we might get others to choose the choice we would like rather than the choice they’d make naturally. W...
Influence Without Authority

Influence Without Authority

"Nobody has ever had enough authority – they never have and they never will." It's the first highlight in Influence Without Authority , and it is the defining statement for why we need to learn how to influence others without authority. Coercive influence i...
Influencer: The New Science of Leading Change

Influencer: The New Science of Leading Change

Do you have influence? Most of us want to believe that we wield influence like a machete that can cut a path through the jungle striking a bush or tree in our path and having it instantly fall out of our way but most of us who have tried to wield this...
The New Rules of Marketing and PR

The New Rules of Marketing and PR

David Meerman Scott shares his view of how the rules have changed in The New Rules of Marketing and PR .  There’s a subtitle longer than your arm that seems to include every possible keyword that anyone who is doing marketing might be looking for – I...
Newsjacking: How to Inject your Ideas into a Breaking News Story and Generate Tons of Media Coverage

Newsjacking: How to Inject your Ideas into a Breaking News Story and Generate Tons of Media Coverage

Any publicity is good publicity isn't true; however, often, publicity can be good publicity. In Newsjacking: How to Inject your Ideas into a Breaking News Story and Generate Tons of Media Coverage , David Meerman Scott walks you through the process of...
Play: How it Shapes the Brain, Opens the Imagination, and Invigorates the Soul

Play: How it Shapes the Brain, Opens the Imagination, and Invigorates the Soul

Play  is, for many, a lost art. Somewhere between childhood and growing up, we’ve lost our ability to really play. However, play doesn’t have to be a separate activity from our day-to-day lives. Play can – and perhaps should be – woven into the very...
Pre-Suasion: A Revolutionary Way to Influence and Persuade

Pre-Suasion: A Revolutionary Way to Influence and Persuade

What can you do to make people more likely to accept your proposals? That’s the key question Robert Cialdini answers in Pre-Suasion: A Revolutionary Way to Influence and Persuade . He’s the same author who wrote the classic book Influence . His point...
Selling to VITO: The Very Important Top Officer

Selling to VITO: The Very Important Top Officer

Who do you sell to when you sell? Do you sell to the person that you’re able to reach or to the right person? Do you start your sales process knowing who you’re ultimately going to have to convince? If you do, then why don’t you start there and have ...
Split-Second Persuasion: The Ancient Art and Science of Changing Minds

Split-Second Persuasion: The Ancient Art and Science of Changing Minds

You’ve only got an instant, and you’ve got to make the sale. Whether it’s literally selling to someone or selling the big idea – or even your potential as a romantic suitor – Split-Second Persuasion: The Ancient Art and Science of Changing Minds  is...
Start with Why: How Great Leaders Inspire Everyone to Take Action

Start with Why: How Great Leaders Inspire Everyone to Take Action

Lights. Camera. Inaction. Wait, that’s not right. Lights. Camera. Action. We all want action. We want to see people extraordinary and ordinary take action, to do something. We want to see the triumph of human achievement. We want to be inspired to take a...
The Tipping Point: How Little Things Can Make a Big Difference

The Tipping Point: How Little Things Can Make a Big Difference

If you’ve been reading this blog then you know that I’ve been doing a lot of reading of my own lately, mainly associated with some professional development in the area of reconnecting to basic software development fundamentals that I’m already aware of an...
Transformational Security Awareness: What Neuroscientists, Storytellers, and Marketers can Teach Us About Driving Secure Behaviors

Transformational Security Awareness: What Neuroscientists, Storytellers, and Marketers can Teach Us About Driving Secure Behaviors

The first highlight I have for the book is “Just because I’m aware doesn’t mean that I care.” It’s a truth that we first get exposed to around the age of three, when our theory of mind begins to accept that others think differently than we do – or at l...
Tribes: We Need You to Lead Us

Tribes: We Need You to Lead Us

Margaret Mead said, “Never doubt that a small group of thoughtful, committed citizens can change the world; indeed, it’s the only thing that ever has.” That’s the heart of what Seth Godin is talking about with Tribes: We Need You to Lead Us . Tribes...
The Worm at the Core: On the Role of Death in Life

The Worm at the Core: On the Role of Death in Life

What if everything that we did in life was designed to help us avoid the terror of our own death? What if we could explain everything from a framework that presumes everything we do is driven by an unconscious motive to transcend death? That's what The...