Saturday, March 01, 2025

Reading :: The Challenger Sale

The Challenger Sale: Taking Control of the Customer Conversation Hardcover – November 10, 2011 
by Matthew Dixon and Brent Adamson

Just a quick review for this one. One of my HDO students recommended this book to me after we discussed how early-stage entrepreneurs seek to understand and address problems faced by a narrowly defined target market, an approach that involves creating a relationship and co-designing a solution. “This sounds like a challenger,” she told me, and in our next class, she brought me the book. She indicated that although it was thick, it would be a fast read. 

And she was right! Like many business books, it was (as a colleague once told me) thin on the inside. The bottom line is that the authors examined sales performance during the pandemic and afterwards, once sales bounced back. They characterized sales reps according to their different behaviors: challengers, hard workers, lone wolves, problem solvers, and relationship builders. And they found that challengers — sales reps who take the time to understand customers’ lived problems, tailor their solutions to better serve these problems, and challenge the customers’ objections in a constructive way — tend to punch above their weight: they make a minority of the sales force, but have disproportionately high sales. Based on this, the authors advocate for hiring many more challengers and letting go many of the other types.

The student added that she thought the idea of only hiring challengers was problematic — and I agree. Challengers seem well suited for advocating for, and co-developing, customized solutions. But that’s near the beginning of the sales funnel, and it’s more applicable for certain types of products and services. It’s not great for maintaining a long-term relationship or for buying commodities rather than solutions. (It would be exhausting to be Challenged every time you want to buy a few boxes of paper from Dunder Mifflin.) 

Still, if you are interested in thinking through situations in which you want to customize a product or service for others, this book provides some good guidance. You don’t have to read it all — believe me — but the authors do a good job of summarizing key messages. Bookmark those pages and you’ll have valuable guidance. 

Reading :: Design Thinking in Technical Communication

Design Thinking in Technical Communication: Solving Problems through Making and Collaborating

By Jason Tham

I’ve been aware of Jason Tham’s work for some time — he publishes on the Design Thinking (DT) methodology in technical communication (TC) journals, and I spoke with him briefly at a conference last summer. Seems like a great guy. And part of what makes him a great guy is that he is deeply interested in solving human problems, which is what this book is about: using DT to improve people’s lives.

The book is relatively slim, at 130pp. plus end matter. And its aim is — well, to me, the aim is a little unclear. The brief description at the beginning (and on Amazon) says it’s “essential reading for instructors, students, and practitioners of technical communication, and can be used as a supplemental text for graduate and undergraduate courses in usability and user-centered design and research.” At the end of each chapter are learning activities, suitable for classrooms, demonstrating ways to take up chapter principles. But the chapters themselves don’t seem oriented to enacting principles; they largely describe principles from an academic standpoint (with lots of citations) and give example cases (which tend to be big-picture rather than granular). For instance, by the end of Chapter 3, “Social Innovation,” I had a good idea of why empathy mapping and journey mapping were a good idea, but I didn’t have any concrete visual examples of either one, nor did I know what steps I should take to create these. My impression is that it would indeed have to serve as a “supplemental text” in a class, one that bridges more concrete DT materials with the concerns of technical communication.

Still, I wanted more connective tissue. For instance, Chapter 2 delves into makerspaces, surveying three makerspaces within TC programs. But makerspaces are not necessarily connected with DT: you can certainly do DT in a makerspace, but you can also use different design approaches or no formal approach whatsoever. I wanted a bit more guidance so that I could understand how the two relate. Here, and throughout the book, I had the sense that for Tham, the connections were obvious — perhaps he easily describes the connections when teaching this material to his classes. But those connections are only hinted at here.

Pulling back, the book as a whole attempts to provide a grand vision of what DT can do for TC. To be clear, I am on board with the broad sweep of this vision: Technical communicators need to both understand the working lives of the people we serve and work with those people to codesign support. That support can’t just be descriptive or instructional: it must account for individuals’ and groups’ workflow, objectives, and values if it is to be used and useful. To understand how information is taken up in a social system such as a workplace, we’ve got to develop it to account for social dynamics and to keep it flexible enough that it can adapt as these social systems change. I think that this is a big part of Tham’s vision.

However, sometimes the line between elucidating current DT practice and advocating for a DT direction is blurry. In one example, on p.71, Tham portrays DT in a Venn diagram, as the overlap between social innovation and social justice. Yes, DT can certainly be deployed that way — and Tham is welcome to advocate for that deployment. But DT does not inherently map onto social justice! When IDEO pulled together DT principles, they indeed characterized themselves as addressing user needs, but in the context of selling products that would work successfully. There’s no inherent DT orientation to social justice per se — one could easily use DT principles to redesign the interface for the Truth Social app, an app whose users would likely scoff at the idea of social justice! 

Another example that jumped out at me is how Tham characterizes early Scandinavian participatory design work: “this participatory design approach aims to be non-selective and invites anyone who are interested in co-designing products and services to participate in the design process” (p.7). No: Scandinavian PD made a point of co-designing with union representatives, who functioned explicitly as political representatives for the users in their union. It wasn’t until PD jumped to the US, with its generally weak unions, that practitioners turned to functional representatives (i.e., everyday, average users). That is, he’s reading later US-based PD orientation back into the history of earlier Scandinavian PD. 

I bring these up, not because I like to nitpick, but because I think it’s really important to understand the different political interests involved in developing methods and methodologies. Absolutely one can advocate for DT being deployed in service of social justice — but to make that happen, one has to think through whose interests have been embedded in current methods and how to redeploy those methods for different interests when necessary. For instance, when you construct an empathy map or a journey map for a user, you’re being compelled to have empathy for them or envision the journey they (want to) take, so you can build a product for those needs. DT doesn’t have an embedded step in which you take stock of those needs and understand how or whether they align with your own values or a broader social justice agenda. It doesn’t stop you from designing an interface for Truth Social or the Proud Boys. To make that social justice work happen, one would have to modify DT further and figure out how to keep realigning to those external standards. It’s not going to just emerge by following the process.

Still, with that caveat, this book does a good job of elaborating on a vision for DT for TC, and I can see using it for a classroom or working team, in concert with more detailed how-to materials. If you’re interested in DT, or design more generally, definitely check it out.


Reading :: The Theory of the Business

The Theory of the Business

By Peter F. Drucker


This slim (47pp.) booklet was mentioned to me by someone who teaches entrepreneurship classes. Since I teach a course on entrepreneurship communication, I decided to check it out.


Drucker is, of course, well known for his thoughts on business. These particular thoughts were originally published in Harvard Business Review in 1994 before being reprinted here in 2017. Drucker makes these points:

  • Each business has some underlying theory.
  • The business gets into trouble when circumstances change and the theory does not (p.13).
  • A theory of business has three parts:
    • Assumptions about the organizations’ environment (pp.21-22)
    • Assumptions about the organization’s mission (p.22)
    • Assumptions about the core competencies needed to achieve that mission (p.23)
  • In this theory of business,
    • These assumptions must all match reality (p.25).
    • These assumptions must fit each other (p.27).
    • The theory of the business has to be known and understood across the organization (p.28).
    • And it has to be tested constantly (p.29).
  • Thus an organization must embrace preventative measures to address when these tests begin to fail. These may include:
    • abandonment of what’s not working (p.33)
    • study of noncustomers, to understand why they aren’t customers (p.34)
  • Signs of crisis in one’s theory of business include:
    • achieving one’s objectives (p.37)
    • rapid growth (p.38)
    • unexpected success (one’s own or a competitor’s) (p.39)
    • unexpected failure (p.41)

To be honest, summarizing this booklet in bullets let me get a lot more out of the booklet, which does not signal its points as strongly as this review does. The points are more of an outline or sketch than a fully fleshed out argument — but the booklet itself is fleshed out mainly in that it offers examples rather than additional details. I think Drucker gives us much wisdom here, but the reader really does have to figure out the applications themselves. 


Still, if you are thinking in terms of maintaining a business or, more broadly, in terms of how to develop sustainability in any given organization, I think this booklet is worth reading.


Reading :: The Pyramid Principle

 The Pyramid Principle: Logic in Writing and Thinking

By Barbara Minto


I’ve been using variations of the Minto Pyramid ever since I took a proposal writing class from Rich Freed in 1994 or 1995, during my first year in the Iowa State University Ph.D. program. Rich used the pyramid principle for two things: the methodology section (where we focused on “how”) and the qualifications section (where we focused on “why”). I credit this class with helping me to understand task decomposition. It made a big impression on me!


In fact, I’ve been using the Minto Pyramid for a few years now in my one-day workshops to help people understand how to break complex information into smaller pieces. I typically have attendees read short explainers, which are free on the Web. But eventually I decided to read the source material: Minto’s book.


Of course, the book is more complicated than the explainers. Published in 1987 for a general audience, it reads as more rigid and ideological than its adaptations have been. Minto insists that “there are only four possible logical ways in which to order a set of ideas” (deductively, chronologically, structurally, and comparatively; p.16) and her advice throughout the book is primarily focused on using pyramids to produce these logical orders. This advice includes how one sketches out relationships between ideas, checks the logic of these relationships, signals it in the text, writes it into narratives, and checks to make sure that pyramids are mutually exclusive and comprehensively exhaustive (MECE).


I found it useful, but also a bit overwhelming, and perhaps too rigid to account for the many way in which texts can exist. If you’re a hardcore fan of the Minto pyramid, certainly pick it up. But if you just want to use the MP as a tool for improving your writing, I think you can stick to the explainers. 


Tuesday, February 25, 2025

(Triangles and Tribulations)

 Just a quick note that my next book, Triangles and Tribulations, will be published by MIT Press in June. If you're a long-time reader of this vlog, you may remember that I have read and reviewed many, many books and collections related to the roots of activity theory, including the works of Vygotsky, Luria, and Leontiev, but also histories of the Soviet Union, contemporaneous accounts of squabbles and fights in USSR psychology, and predecessors from whom these key figures borrowed. All of those blog entries funnelled into this book, which is full of Soviet-era gossip about how activity theory developed and why it is the way it is today. I'm super excited about it, and I hope you'll find it rewarding as well!