You do all the right things: you drive business to your site; you capture data and follow visitors around your site via a digital footprint; you know who has been looking at your site and what their interest are; you have folks who attend your webinars and buy your white papers.
We have fabulous technology these days. [...]

I’m co-authoring an article for a prestigeous magazine with a colleague who has followed my work for years. Now that he’s retired, he’s happy to buck the system and introduce my material, which flies in the face of the commonly accepted precepts of his field of change management, systems, and OD.
This man has watched while his field has reviled [...]

When I tell sales folks their sales cycle is double what it should be, they assume I’m lying. But I’m not. I’m just using a different model than sales to being my client contact: Given that the typical sales  model builds in time delays and leaves the seller out of the behind-the-scenes discussions going on, there [...]

I once told a group that I was going to title a book I’d Close More Sales if it Weren’t for the Buyer. I got a standing ovation! And I assumed I’d get a laugh. That’s like saying ‘I would have had a better birth experience if it weren’t for my mother.’
Why do we assume [...]

Lately, I’ve noticed many people using the term Facilitative Questions when they really mean facilitating questions: they are using questions to help people think things through, to add some new thoughts that might persuade or influence them to consider different options. In sales, they are often used to get prospects to think about ‘needs’ in [...]

Today is my birthday. I am 64 years old. It sounds so very old, but frankly, doesn’t feel any differently than 30: I’m fit, I’m gorgeous, I’m fun, and I’m the same cranky pain-in-the-ass I’ve always been, maybe worse.
In 1967 when the Beatles released “When I’m 64″ I was in my last year of college. I [...]