Like many of us, the 3 years in the Recession Economy were scary. But it’s was a good news/bad news situation. My training and coaching business was greatly diminished, and as a result I had more time to do my favorite things: write and create.
I used those years to write a new book and finally get the full [...]

Do you know when a buyer is ready to buy? Do you know what they must do to get ready?

Twenty five years ago, as part of my lifelong study of how brains make decisions, I realized that new decisions shift the status quo. All decisions, therefore, are basically change management problems.
Before new decisions get made, the status quo – the underlying system of rules, beliefs, relationships, etc. - must (by the very nature of homeostasis) buy-in to the proposed change or it will resist and push back. [...]

People in our organizations don’t object to change because they don’t like those of us who introduce it, or the solutions we propose, or because they don’t trust us. They object—push back—because they are protecting themselves from the fallout that would happen if something new entered their environment before they made the necessary systemic shifts to adopt [...]

It’s SXSW here in Austin – the 10 day period in which I overdose on movies.
I am a movie crazy-person. Every week, when I’m in town, life I turn my computer off at noon on Fridays and go to the local arthouse to see 2 movies, and most of the time see a commercial movie on Sunday. Three [...]

We understand sales. We know how to assess need, brand/pitch/present solutions, and design sites to bring in, and follow, eyeballs. We use technology to help us sell. Now it’s time to have total sales performance – putting together all methodologies to help us find prospects and sell our solutions.
At the moment, you’ve got a lot [...]