Sellers Ask the Wrong Questions
Monday, 19 Feb, 2018
Sellers Ask the Wrong Questions

I recently accepted a cold call from an insurance guy because I was thinking of switching providers. Instead of facilitating my buying decision, the bias in his qHow to get new clients by asking the right questions terminated our connection:
TODD: Hello Ms. Morgen. I’m Todd with XYZ. Are you interested in new car insurance?
SDM: I am.
TODD: Is your main concern lowering your costs?
SDM: No.

Some Truths about Systems, and How they Affect Change
Monday, 12 Feb, 2018
Some Truths about Systems, and How they Affect Change

As a Change Facilitator, I often get asked about the nature of decision making, change and buy-in. Since my responses seem surprising

The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change
Monday, 5 Feb, 2018
The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change

How many times have you tried to sell an idea to a colleague,

Trust: what it is, and how to initiate it
Monday, 29 Jan, 2018
Trust: what it is, and how to initiate it

Trust. The big kahuna. The sales industry seeks it; doctors assume it; couples demand it;

Healthcare Apps Can Facilitate Patient Compliance
Monday, 22 Jan, 2018
Healthcare Apps Can Facilitate Patient Compliance

There are currently more than 165,000 healthcare apps used for a variety of purposes – helping patients

Write Content That Facilitates Buying Decisions
Monday, 15 Jan, 2018
Write Content That Facilitates Buying Decisions

Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why they’re reading it? And how are you accessing those who could/should buy but are ignoring the articles your sending them?
Content is written with different reasons in mind: for Buyer Personas to learn about your solution as early along their decision path as possible; for brand recognition; to gain…