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November 4, 2026
The Assumption Tax
What it costs when your message depends on customers knowing things they do not know A customer can understand every word of…
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Ideas That Help Customers Hear You
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October 27, 2026
Kitchen Sink Syndrome
Why businesses keep adding information when what the customers really need is clarity You walk into an appliance store because your dishwasher…
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October 19, 2026
The Courage Problem
Why companies hedge, qualify, and talk around the very thing they need to say This is the sixth column in our ten-part…
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October 13, 2026
Corporate Oatmeal
Everyone has seen it happen. A clear sales message goes into a review meeting. Product adds a capability. Operations wants its process…
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October 6, 2026
Buying Shouldn’t Hurt!
They Said Yes. Then Your Buying Process Talked Them Out of It. by David A. Saltzman Imagine losing a sale to a…
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September 29, 2026
Missing Steps = Missing Sales
How to stop losing prospects by giving them the context they need to say yes Somewhere in your sales process, a customer…
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September 22, 2026
The Curse of Knowledge
Why expertise makes it harder to explain what your customers need to understand by David A. Saltzman Recently, I attended two large…
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September 15, 2026
Good Decisions. Lost Sales.
by David A. Saltzman No one intends to make their company difficult to do business with. Yet a series of perfectly reasonable…
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September 8, 2026
Self-Inflicted Sales Losses
by David A. Saltzman By 8:12 on Monday morning, Evan Mercer had refreshed the sales dashboard eleven times. The numbers remained stubbornly…
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May 7, 2026
Your Slides Talk Too Much
And your audience stopped listening 10 minutes ago!
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March 19, 2026
When Email Is the Problem
People Weigh Messages By How They Are Delivered
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March 12, 2026
Avoiding The Alignment Gap
Number 1 in a 4-part series: Where Communication Breaks Down
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February 5, 2026
The Assumption Tax
Leaders Pay Every Time They Assume "Everyone Already Knows This"
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January 8, 2026
The Curse of the Knowledge
When You Know Too Much to Explain Anything Clearly
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December 11, 2025
The Podcast Illusion: Why Everyone Wants One
And Why Most Should Not - A Cautionary Tale
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December 4, 2025
Listening Isn’t Optional—It’s a Competitive Advantage
The 11-Step Plan To Avoid The Corporate Echo Chamber
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November 20, 2025
WII.fm: Now Broadcasting The One Thing Your Audience Gives A Damn About
A Simple, 3-Step Customer-first Messaging Makeover
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November 13, 2025
Speaking To a Group? Light ’em Up!
How to turn presentation into persuasion and own the audience.
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November 6, 2025
How To Turn Story Into Strategy
StoryBrand Creates a Strategic Operating System
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October 30, 2025
Paint These 3 Pictures – Your Secret Weapon
The StoryBrand secret that triggers dopamine, AND DECISIONS!
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October 23, 2025
The Bias Trap
How Hidden Mental Shortcuts Are Silencing Your Sales Message
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October 9, 2025
Authenticity Is The New Conversion Strategy
Why Authentic Marketing Outperforms Even the Smartest Campaigns
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September 25, 2025
What if YOU Raise The Objections
Answer the tough questions before your client asks.
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September 11, 2025
Simple Plans Sell. Complex Plans Stall.
Why Your Customer's Brain Won't Execute a 42-step checklist
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September 4, 2025
Don Juan or Trusted Advisor?
Why Relationship Building Wins Every Time
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August 28, 2025
Because Not Every Sale Closes In 90 Days
10 Ways to stay in communication without sounding desperate
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August 21, 2025
Websites: Polished, Pretty, and Pointless
Nice Fonts. I Wonder What the Hell They Do?
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August 14, 2025
Kill the We, Save the Sale
Because your client doesn't care about your origin story
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August 7, 2025
Oops…. we broke the link
Here's how to watch the current "Snarky Summary"
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August 7, 2025
And Now… A Presentation About Nothing
Three speakers, three stages, zero reasons to care
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July 24, 2025
The Three-Layer Problem
When You Know All Three Layers, You Don’t Compete—You Connect
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July 17, 2025
AI: Adult Intelligence
A symphony without a conductor is just noise with good intentions
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July 3, 2025
Storytelling Lessons From 1776
Revolutionary Messaging That Still Works Today
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June 19, 2025
Lights. Camera. Impact!
How to use video storytelling to ignite your brand
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June 5, 2025
Fix Your Message Before It Flops Your Sale
When It Is Time For A Clarity Audit
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May 29, 2025
Because Logic Never Bought a Sports Car
Stop Writing Brochures - Start Hitting Nerves
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May 15, 2025
Elmer Fudd Marketing Syndrome
The Rabbit Hole of Marketing: Dig Deep, Not Wide!
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May 8, 2025
Death By Powerpoint
And an alternative that doesn't involve passing out NōDōz
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May 1, 2025
If You Confuse, You Lose!
Why Clarity Beats Cleverness in Business Messaging
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April 24, 2025
Most Businesses Have a Voice. But No One Is Listening. Let’s Fix That.
Part 1 of the "You're On Mute: Why Your Clients Can't Hear You" Series
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April 17, 2025
ShiftShapers New Home
Opt-in for a new series (it's powerful, impactful, and FREE)
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