From personal experience and conversations with many experts in the business-to-business field, there is reasonable agreement that most corporate sales, marketing and PR lingo suffers from …
“The Four Too’s.”
Too cowardly cacophonous
Agree or Disagree?
Why is that?
Essentially it boils down to:
Trying to be all things to all people at all times
Not knowing you can’t be all things to all people at all times
Trying to sound really sophisticated, cool, intelligent, intricate and inclusive
And finally, the biggie, not understanding your customer/buyer. They only want one thing. Understand this. You exist to solve a problem for them. That’s it.
In a recent analyst study of executives who were likely to buy enterprise software (high dollar amount purchases typically), it was discovered that large vendors promoted speeds, feeds and technology innovation to their marketplace.
And buyers? Not so much.
These promotions more often than not entail lengthy and wordy descriptive obfuscations. Yes, I know what the word means. I’m trying to sound really sophisticated, cool, intelligent and inclusive. (Didn’t work, did it?)
But Guess What?
Buyers don’t care about that. They don’t care about the sales brochures with their pandemically infected corporate gobbledygook word, or the 182 PowerPoint slide presentation — both infested with words drained of all meaning.
They essentially want one thing: understanding. Simple understanding. Clear, short, concise messages and understanding.
Understanding of What?
Understanding them, their businesses, their processes, problems.
You Are There for Only One Reason
Understanding that the only reasons you are there is to help them solve a problem — or introduce them to an idea that will make them better, or their life easier in some way.
They don’t want or need the wordy intellectual technical features and functions tomes.
Keep it simple! Less is more.
More of less is less of more which is, besides confusing … great! We need more of less.
Many an executive has spun wildly hilarious tales of the innovative creative ways they have used sales brochures. Soon a corporate sales brochure may rival Duct Tape for the many ways they can be ill-used.
Above is based upon a true story.
Any resemblance to anyone I work with is merely, and coincidentally, purposeful.
Typically executives throw away all the cutesy, excessively long-winded corporate gobbbledygook brochures as soon as the sales person leaves the room. Or they will store them on a large dusty file cabinet — until they find a need for useless paper.
Some other findings of the analyst study were interesting as well.
Buyers would pay for …
fast return on investment,
easy implementation, and
But how is that different from 20-30-40 years ago? And isn’t that applicable to any buyer? Any industry? Any country?
Buyers Want What They Want
Buyers are pretty basic. They want what they want. Understanding, practicality and their problems solved – whatever they are.
Would You Buy From This Company?
no return on investment,
hard-to-implement products, and
the world’s worst customer service.
Just a wild guess … but I’m thinking not.
The Value Of Being a Simpleton
I like simple messages (I’m a simpleton) that give me four tools to combat the four too’s.
The Four Tools
What do you do?
How do you do it?
What makes you different from others?
Why should I buy from you (value proposition)?
But, having recently this corporate hypothetical supraluminal messaging,
“We build, sell and support hypothetical superluminal quantum particle applications with ERP, CRM, BPM, MRM and PLM functionality targeted at horizontically vertical market particularities with platform-neutral ‘LMNOP” (sorta clever, alphabetically speaking) interoperability.”
He was charmingly offensive. Carefully rash. Callously kind. Prayed on his knees, cussed like a sailor. His men called him “Old Blood and Guts.”
But a writer, a poet … a soul of old too?
When Life Was Worth Less Than Zero
This complex man, savagely fighting during the murderous madness of World War II, when life was worth less than zero, believed himself to be a warrior of old.
Of other times. Other places. Many times – many places.
He thought about it. Spoke about it. Wrote about it. But hardly anyone remembers … lost to another time, another place.
His poem, “Through A Glass Darkly,” is an amazing testament to and from a warrior. Each time I read it I marvel at the complex sagacity and intellectual magnificence of this majestic warrior.
One who sinned and suffered. Played hero and knave. Lived life under fire – from battle and politics. Overcame innumerable obstacles of time, place and his own irascible personality. But somehow, he took time, listened to another older, wiser voice – his inner voice – then battled forward, in his changing changeless shape … again.
THROUGH A GLASS DARKLY by Gen. George S. Patton, Jr. Through the travail of the ages, Midst the pomp and toil of war, Have I fought and strove and perished Countless times upon this star. In the form of many people In all panoplies of time Have I seen the luring vision Of the Victory Maid, sublime. I have battled for fresh mammoth, I have warred for pastures new, I have listed to the whispers When the race trek instinct grew. I have known the call to battle In each changeless changing shape From the high souled voice of conscience To the beastly lust for rape. I have sinned and I have suffered, Played the hero and the knave; Fought for belly, shame, or country, And for each have found a grave. I cannot name my battles For the visions are not clear, Yet, I see the twisted faces And I feel the rending spear.
Perhaps I stabbed our Savior In His sacred helpless side. Yet, I’ve called His name in blessing When after times I died. In the dimness of the shadows Where we hairy heathens warred, I can taste in thought the lifeblood; We used teeth before the sword. While in later clearer vision I can sense the coppery sweat, Feel the pikes grow wet and slippery When our Phalanx, Cyrus met. Hear the rattle of the harness Where the Persian darts bounced clear, See their chariots wheel in panic From the Hoplite’s leveled spear. See the goal grow monthly longer, Reaching for the walls of Tyre. Hear the crash of tons of granite, Smell the quenchless eastern fire. Still more clearly as a Roman, Can I see the Legion close, As our third rank moved in forward And the short sword found our foes. Once again I feel the anguish Of that blistering treeless plain When the Parthian showered death bolts, And our discipline was in vain. I remember all the suffering Of those arrows in my neck. Yet, I stabbed a grinning savage As I died upon my back. Once again I smell the heat sparks When my Flemish plate gave way And the lance ripped through my entrails As on Crecy’s field I lay. In the windless, blinding stillness Of the glittering tropic sea I can see the bubbles rising Where we set the captives free. Midst the spume of half a tempest I have heard the bulwarks go When the crashing, point blank round shot Sent destruction to our foe. I have fought with gun and cutlass On the red and slippery deck With all Hell aflame within me And a rope around my neck. And still later as a General Have I galloped with Murat When we laughed at death and numbers Trusting in the Emperor’s Star. Till at last our star faded, And we shouted to our doom Where the sunken road of Ohein Closed us in it’s quivering gloom. So but now with Tanks a’clatter Have I waddled on the foe Belching death at twenty paces, By the star shell’s ghastly glow. So as through a glass, and darkly The age long strife I see Where I fought in many guises, Many names, but always me. And I see not in my blindness What the objects were I wrought, But as God rules o’er our bickerings It was through His will I fought. So forever in the future, Shall I battle as of yore, Dying to be born a fighter, But to die again, once more.
Featuring an interview with Lynne McTaggart, author of “The Intention Experiment.”
“This important book makes a good case that we are on the verge of another revolution in our understanding of the universe.” – Arthur C. Clarke
I Had Good Intentions
I fully intended to keep my 2012 New Year’s resolutions. I knew it would be hard. But I had good intentions. I had good intentions. Really.
However, even though I held out a long time – 6 days, 21 hours and 30 minutes short – of the first full week of January – I didn’t make it. I fell short. Badly. Some of it was simply from a sense of loss (also sometimes known as grief) that had weakened my resolve. Donkey O’Tee, my long-time co-writer and close friend, had left me to pursue his own career as an author (below).
Donkey O’Tee had massive pre-sales. Five copies at least. The media loved him. He took a simple idea, complexified it to nearly an undecipherable obfuscation, eschewing logic and reason, and suddenly he was a media know-it-all star.
But, before Donkey O’Tee went on his book tour, he sensed my despair – my utter hopelessness. Donkey’s are like that. Sensitive. So, he sent two cousins of his to help me out while he was gone on tour. “Hollywood veterans” he assured me. Their names were Cal and Chichen (pronounced “chikken”) Itza (figure out which is which?) from Yucatan, a state in Mexico.
Cal, Steve and Chichen Itza
But they were a little too perky for me.
I slipped into a deep funk. I pondered why my good intentions always went awry. My hair grew out of control (which horrified my friends who were all going bald), and I seemed to shrink – grow shorter from the weight of the deep thought in which I was engrossed. Why did my “good intentions” always go so bad? Then … almost by accident (but not quite – that’s what the word almost means) I ran across a book called “The Intention Experiment – Use Your Thoughts to Change the World,” by Lynne McTaggart.
Your Life of Business … or Business of Life
I jumped eyes first into it. Speed-read it (I completed the introduction). And wow … not just a wishful “think your way to greatness and riches” bunch of crapola, but a book backed by top-notch scientific evidence. On the frontier of science, for sure, but backed by and working with an international team of renowned scientists to measure and create a “Science of Intention.” To prove your thoughts and intentions can be scientifically measured and make a real difference in this world, in your life of business … or the business of your life. The book even had an action plan and an invitation to all readers to join and be a part of the world’s largest experiment – “THE INTENTION EXPERIMENT.”
I was ecstatic.
I rushed out of the house down to the electronics store brimming with good intentions.
Oozing good intentions flowing like a volcanic river.
Yes, a river of good intentions.
That was me.
A NEW I-PHONE TWO WOULD BE MINE!
BUT, things didn’t quite work out the way I had envisioned.
This business of thinking and intention was a bit more complicated than I thought. Or at least I think I thought I thunk that. So as usual I had to go to the source for more information.
ENTER Lynne McTaggart
Lynne is an award-winning author of five books, including “The Field,” which has been published in 14 languages. “The Field” was a major influence on the wildly successful U.S. cult classic, “What the Bleep Do We Know?” and Lynne starred in the BLEEP’s full version, “Down the Rabbit Hole Quantum.”
Steve: Hi Lynne. I tried the intention thing … it didn’t really work too well for me.
Lynne: Did you read the book?
Lynne: Sorta. What’s that mean in English?
Steve: Oh, I forgot you were from England. Well, it means I got carried away after reading the introduction and tried to use my good intentions for something.
Lynne: For your own benefit?
Steve: … Maybe.
Lynne: Didn’t work so well, did it.
Steve: It worked, just not the way I wanted it to. So, what did I miss in the book? What did I do wrong?
Lynne: Besides just reading the introduction? The book is not about sending intentions to make a million dollars. The book is about using the science of intention philanthropically: healing wounds, helping children with attention deficit or patients with Alzheimer’s, counteracting pollution, global warming, that type of thing.
Steve: Oh. (Although the reader can’t see, chagrin may have crossed my face at this point). What else is the book about?
Lynne: “The Intention Experiment” is really some unfinished business I had with my previous book, “The Field.” It was a question (or questions) that was raised – there seemed to be anecdotal evidence to support and suggest that thoughts truly were things. A thought was not only a thing, but a thing that influences other things. A simple thought had the power to change the world. But the question was, could these thoughts and intentions be corralled, scientifically measured, tested … and used for good? The first part of “The Intention Experiment” attempts to synthesize all of the experimental evidence that exists on intention into a coherent scientific theory of how intention works, how it can be used in your life and what conditions optimize its effect.
Steve: So, an investigative scientific journey of the latest, greatest research on thought and intentionality. Who are some of the scientists involved?
Lynne: Robert Jahn, Dean Emeritus of the Princeton University School of Engineering; his colleague, psychologist Brenda Dunne, who runs the Princeton Engineering Anomalous Research (PEAR) laboratory; Dr. Gary Schwartz of the Center for Frontier Medicine in Biofield Science at the University of Arizona; and Fritz-Albert Popp, assistant director of the International Institute of Biophysics (IIB), in Neuss, Germany, to name a few.
Steve: Seriously eminent scientists. I’m familiar with Fritz-Albert Popp. His work on biophoton emissions, that DNA, molecules and cells all emit light that may be used for information communication is not only astoundingly earth-shaking and potentially has the ability to change humanity forever, but unfortunately is pretty much under-appreciated and unknown amongst 99.99% of the earth’s population. What are some of the interesting facts coming out of this research?
Lynne: You can get stronger, bigger muscles just by thinking. Some of the research findings include that athletes who do not physically exercise but only imagine their workouts can increase their muscle strength between 13 and 16 percent.
Steve: By just imagining the exercise?
He’s the Greatest!
Lynne: Yes. Imagine the implications for business. For sales. For marketing. Anyone can see tremendous improvements in their personal or business lives by rehearsing specific activities before actually doing them. Muhammad Ali, one of the greatest, if not greatest, athletes of all times was a master of thought, intention and visualization. He’s covered in the book.
Steve: Other results?
Lynne: Atoms can become entangled and behave as one single giant atom. Human bodies can act as transmitting and receiving antennas, living things demonstrate awareness of the well-being of other living things around them. A sizable body of scientific research, carried on for more than 30 years in prestigious scientific institutions around the world, show that thoughts are capable of affecting everything from the simplest machines to the most complex living beings.
Steve: What do you mean by “intention?”
Lynne: A textbook definition of intention is “a purposeful plan to perform an action, which will lead to a desired outcome,” unlike a desire, which means simply focusing on an outcome, without a purposeful plan of how to achieve it.
Steve: How could I (and the reader) use the science of intention?
Lynne: That’s in the second part of my book. I offer a blueprint for using your thoughts and intentions effectively in your own life through a series of exercises and recommendations. These exercises will show you how to “power up” your own thoughts and intentions to change your life and those around you. It’s also an exercise in frontier science – albeit personal.
Steve: And you do live group experiments via the internet?
Lynne: Yes, with the aid of our readers and our highly experienced scientific team, we conduct large-scale group experiments via the internet to determine whether focused intention has any scientifically quantifiable effects on selected targets.
Steve: How does one get involved?
Lynne: Go to our website for details The Intention Experiment. The first studies will be carried out by physicists Fritz-Albert Popp, vice-president of the International Institute of Biophysics in Neuss, Germany (www.lifescientists.de) and his team of seven; psychologist Gary Schwartz and his colleagues at the University of Arizona at Tucson; and Marilyn Schlitz and Dean Radin of the Institute of Noetic Sciences. You can see the rest of the scientific team on our web site too.
Steve: How will this be controlled? The WWW is full of World-Wide-Whackos, full of in-laws, outlaws and hackers who enjoy mucking things up.
Lynne: Website experts collaborated with our scientific team to design secure log-on protocols and to enable us to identify which characteristics of a group or aspects of their thoughts produce the most effective results.
Steve: An example?
Lynne: A patient with a wound. It is known that wounds generally heal at a particular, quantifiable rate with a precise pattern. Any departure from the norm can be precisely measured and shown to be an experimental effect. In this example, our aim would be to determine whether focused group intention will enable wounds to heal more quickly than usual.
Steve: Hmm. I knew that. And your ultimate plan for these experiments?
Lynne: They’re ambitious. To recruit hundreds of thousands, maybe millions of volunteers from around the world to participate in these series of web-based experiments, to try to tackle a number of societal ills. It will be the largest mind-over-matter study in history.
Steve: Can I take part in your experiments? Can I? Can I?
Lynne: I’d like to send a special letter about it to you and your friends, Cal and Chichen. Is that okay?
Steve: That’d be great! (feeling special … even if she did include the freako animals) Thank you, and best wishes to your readers and scientific team Lynne.
Lynne: Thank you. Intention me on Twitter if you get a chance.
True to her word – a special letter did arrive.
Lynne McTaggart is an award-winning author of five books, including “The Field,” which has been published in 14 languages. “The Field” was a major influence on the wildly successful U.S. cult classic, “What the Bleep Do We Know?” and Lynne starred in the BLEEP’s full version, “Down the Rabbit Hole.” Lynne is an internationally recognized spokesperson on the science of spirituality and also co-executive director of Conatus, which publishes the UK’s most well-respected health and spiritual newsletters and online information including “What Doctors Don’t Tell You” and “Living the Field.”
About Steve Kayser
He’s currently too busy to write his bio because he’s engaged in a scientific experiment …