Psychological safety has a branding problem, and the branding problem is the word “soft.” It got filed with the posters and the pizza parties. A culture initiative. A workshop with an icebreaker. The thing you invest in after the real systems are built, if...
The most important meeting I run has no dashboard, no deck, and no agenda item beyond one sentence: Describe the process. — A PBJ Session™ is a structured conversation with two descriptions in it. Leadership describes the process they believe exists — the one in...
You can audit each of the five systems on its own. People do it every day. It’s a whole industry. A positioning agency reviews your messaging. A sales consultant assesses your pipeline. A CS firm benchmarks your churn. Each audit is competent. Each produces...
Four systems in, you may have noticed a problem. I’ve described the Positioning System™, the Authority System™, the Conversion System™, the Lifecycle System™ — and every one of them fails quietly, in a location other than where the pain shows up. Which raises...
Watch where a company spends its design energy. The path to the signature is landscaped. Ad spend, sequences, retargeting, sales decks, proposal templates, a pipeline with named stages and a meeting devoted to staring at it. Every meter of the road from stranger to...
