Addressing Diversity Through Listening
Monday, 18 Jun, 2018
Addressing Diversity Through Listening

Diversity is vital, yet often difficult to attain due to barriers of communication and biases, making assimilation complicated. We know that by diversifying our companies, our schools, our neighborhoods we’re capable of creating all that’s possible; without diversity we limit who gets heard, who gets to lead, what knowledge we deem important, what we teach our children, what creativity looks like. Indeed, misrepresenting and under representing categories of people cost an unimaginable price in money, possibilities, and life. And yet our…

We Close Only The Low Hanging Fruit
Monday, 11 Jun, 2018
We Close Only The Low Hanging Fruit

80% of your prospects will buy a solution similar to yours within 2 years of your connection, but..

Assumptions: Why Being Right Is Wrong
Monday, 4 Jun, 2018
Assumptions: Why Being Right Is Wrong

We naturally assume we understand what’s meant and don’t question that assumptions. The truth is, our brains are not set up to enable us to understand what others tell us…

The Problem With Information
Tuesday, 29 May, 2018
The Problem With Information

Information, used at the wrong time, or when used to influence or sell, advise or share, has cost us untold loss in business and relationships.

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.
Monday, 21 May, 2018
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending..

Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance
Monday, 14 May, 2018
Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance

How do we manage change in our organizations? Not very well,