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Unconventional Insights in Institutional Finance

“You don’t look like an institutional finance guy,” they’d say. Especially when my hair was blue. Or people would look at the books behind me on Zoom and judge the book reader by their covers. But here’s why I love working in this space, despite appearances. Because what you need to develop effective institutional thought […]

The Invisible Ink

Being a ghost can be as scary and sad as seeing a ghost. To be a ghost, you have to die first. And as the story goes, you stick around because there’s something you left unresolved. So what about being a ghostwriter? There you are, dead for at least some of the time, haunting other […]

B2B Marketing Empathy and Effectiveness

Are B2B marketers sadists? You’d think so from all the talk about pain points. But no, B2B buyers are not usually in pain. At least not for any reasons you’re hoping for and fetishizing. Even worse, your offering is not a painkiller. Sorry. You wish. But it’s just not that addictive. On the plus side, […]

The New Metric of Influence

Are you bold enough to rethink the way you measure thought leadership outcomes? You can do it! Stop chasing numbers. Say no to metrics like views, clicks, likes, and leads. Stop worrying about SEO. Instead, start having conversations. Ask your sales team, “Did you use this in a meeting? How did it help you? What […]

The Art of Conversations

Marketing is a monologue. Sales is a dialogue. Most of the time… But it doesn’t have to be that way. Marketers can and should do better than trying to squint past the stage lights to see whether “the audience” is sleeping, squirming, or smiling.