Help me write my new book on helping buyers buy and sellers sell.
I am in the throws of doing final edits on my new book The Dirty Little Secret: why buyers can’t buy and sellers can’t sell and what to do about it and would love you to read a chapter. Many of you have [...]

Buyers live in a system. It includes people, policies, relationships, company or family politics, personality issues, initiatives, historic vendor relationships, personal biases, fears. And any Identified Problem, or need, that our product can resolve, sits inside that system. And make no mistake: this Identified Problem sits comfortably in the buyer’s culture (their ‘system’).
When they go to resolve [...]

When it comes to ‘change’, few people know how to get it right. Indeed, so many very smart people and consulting groups work with the change first, the assumption being that if you give people good, rational data as to why they need to change, how and what they need to change, and a route [...]

My friend Deborah Sawyer is the Managing Partner in a top recruitment firm (Odgers Berndston) in Singapore. While she was suffering from the economy earlier in the year, with usual opportunities being put on hold and much of her normal business was stalled, she noticed a trend: seems that folks are using this time to get new employees [...]

From 1990 – 1995, I was involved with the Spirituality in the Workplace movement with folks such as Willis Harmon, Hazel Henderson, Barbara Marx Hubbard, and Martin Rutte. I think we were a bit early, but I think it’s really never too early to combine spiritual business practices with making money.
There was always the fear [...]

A prospect of one of my coaching clients - the sales manager of a small manufacturing company – joined our coaching call at the request of my client Joe. Joe wanted me to use my Buying Facilitation method on the manager to find out why he hadn’t purchased a sales training program after 6 months of conversation, given he had an ’obvious [...]