Sales is an Outdated Model
Monday, 10 Dec, 2018
Sales is an Outdated Model

Can you think of any business paradigms that have stayed the same over the past 100 years? These days we run our businesses differently, with new models of hiring, training, leading, and executing; we have the use of unimaginable amounts of information and search capability to connect with new people and ideas. We now care more about diversity, gender and racial bias, and collaboration. We are far more visible, know our competition better, have greater reach, and possess an astounding capability to develop new solutions from any materials, from anywhere in the world that our imaginations can envision.

Winning the RFP business: a case study
Monday, 10 Dec, 2018
Winning the RFP business: a case study

Years ago I did a Buying Facilitation Method® program for a now-defunct group at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, and spending weeks creating large, glorious presentations to woo and wow the prospects read more . . .

Sales as a Spiritual Practice
Monday, 10 Dec, 2018
Sales as a Spiritual Practice

With untold millions of sales professionals in the world, we play a role in any economy. While our jobs are nominally to place solutions,

Making Negotiation Win-Win
Monday, 10 Dec, 2018
Making Negotiation Win-Win

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve.

Resolving Unconscious Bias
Monday, 10 Dec, 2018
Resolving Unconscious Bias

Our biases have been developed through the stories of our lives. From birth, our parent’s beliefs become part of our unconscious, very

Our Listening Biases Restrict Success
Monday, 3 Dec, 2018
Our Listening Biases Restrict Success

The problem with accurately hearing what others mean to convey is not