Is formal education the surest path to health, wealth,  happiness and societal progress? I think it's important that we start looking directly at what is working for people who we consider successful today.

With the unprecedented rate of technologically driven change in industries and jobs, along with a super-abundance of information, perhaps being educated is no longer a matter of having completed a degree once upon a time. From what I've seen from the most successful people that I know, learning is a lifestyle and the most learned people are not bookworms, but "pracademics" - part doer (practitioner) and part researcher (academic).

As I see it then, being educated in in the age of Google and the web is now a matter of:

Being Educated.001.jpg

1) Being Curious and Humble

The greatest threat to the sustainability individuals and companies are that their current processes and technologies become obsolete. Instead of falling back on what you know, you should nurture a curiosity about what is possible. Once you know what problems are worthwhile solving, the answers are easier to find than ever before. 

"Perplexity is the beginning of knowledge." Kahlil Gibran

2) Learning fitness

There should be an expiry date on most degrees. Knowledge is dating at a faster rate than ever before - from web marketing to medicine - industries change as science and technology progresses.  The ability to discern fads (quickly dated tastes) from trends (slow-building, sustainable and significant changes) will help us align our learning to what is likely to be most valuable to society.

"The future is already here, it is just not evenly distributed yet" - William Gibson

3) knowing how to access and store information (web user skills + knowledge management)

The answers to your questions are out there, but to find them, store them, and access them when you need them takes some skill. Do you know how to determine the credibility of a web resource? Are you savvy in Boolean operators for search? Can you use Google Fusion Tables to analyse data on the fly? Do you use metadata to help you save and sort relevant articles in an online app? There are a host of tools that can radically enhance our intelligence, capacity, and research abilities.

"Access is better than ownership" - Kevin Kelly

4) Connecting with the people who are involved in doing what you're learning about (networking)

Knowing the right people leads to opportunities for continued success and learning - this happens through conversations, introductions and collaborations. I've personally found that the best way to meet and connect with these people is a combination of participating in online networks, and attending conferences and courses that are topically related.

Support, mentoring, and coaching is also a key element of this value factor.

"Umuntu ngumuntu ngabantu" (A person is a person through other people) - Zulu Maxim

5) Keeping focussed (goals and analytics)

The most useful part of a university degree is the paper you get at the end of it, but not for the reasons you might think. The paper (the degree) is an end-goal that motivates you to finish what you started. The best preventative measure to this distraction is to have goals, milestones, metrics, and an accountability system (once again, mentoring and coaching can play a key role here) that will ensure that you get to a significant depth of understanding and praxis.

"There are literally millions of potentially interesting things in the world to see, to do, to learn about. But they don’t become actually interesting until we devote attention to them." - Mihaly Csikszentmihalyi

6) Maintaining energy, health and wellbeing (exercise & nutrition)

The modern corporate lifestyle is almost by defined by traffic, desk-bound work, technological dependence, high stress, regular air-travel, junk-food,  and stimulants. If education's role is to improve the lives of the educated, then it's incumbent on educators to embed healthy practices that enable clear thinking, creativity, and well-being.

Take care of your body with steadfast fidelity. The soul must see through these eyes alone, and if they are dim, the whole world is clouded." - Johann Wolfgang Von Goethe

7) Philosophical Engagement (Mental Models and Ethics)

Perhaps the two surest ways to sustain success and build momentum in the long run are: a) having philosophies, mental models, and paradigms that that allow you to zoom out of the day-to-day activity of your work and see whether what you're doing is truly worthwhile to yourself and others,  and b) A good reputation, gained through years of ethical practice.

"The sacred is all about unconditionals; the profane is all about conditionals." - Nassim Taleb

What do you think? Would you add or subtract anything here? How can we move closer to making this vision a reality? I'd love to hear your views.

Sale of a complex product or service requires a good model. I have created a simple mnemonic to help remember the essential elements of my own sales process. 

Good sales consist of five primary elements

Personal - understand what motivates your buyer.
Attention - Get their attention based on their motivations.
Conversation - Establish rapport, understand their needs in their language
Education - making our offer easy to understand and memorable for them.
Decision - Getting a decision towards our desired outcome.

PACED is built on the platform of solid prospecting and Marketing work. It should be applied in all sales work, from cold-calls to collaterals.

Person Prep (before making contact)

  • Business is always personal: it's about who can make it happen.

  • Know who you're dealing with - what's their role, where have they worked, what interests have they expressed online

  • Find out if you have shared connections e.g. on LinkedIn

Attention (first online/phone contact or introduction)

  • Get their attention with personal, relevant, and distinctive communication

  • Timing is all important at this step, show you’re paying attention to their needs, and are respectful of their time

  • Arouse CURIOSITY at this step.

Conversation (first meeting or follow-up call)

  • Ask good questions

  • Discover their needs

  • Uncover latent pains

  • Seek first to understand, then be understood.


  • Finding a simple way to describe the product. (The great educator is the man who can make complicated things simple).

  • Visual aids to make it more memorable (e.g. a demo you can use, a brochure you can point to)

  • Make it interactive if possible, for example do live calculations based on their figures.

  • Make it easy to remember our primary Features, Advantages, & Benefits.Involve them.

  • Use descriptive, multi-sensory language when describing their benefits


  • Ask for the sale

  • Keep the focus on the value not the price

  • Have documentation prepared for their YES so there’s no delay and no cool-off

  • Help them feel good about their decision by clarifying how delivery and after-sales works

AuthorDave Duarte