Write Content That Facilitates Buying Decisions
Monday, 16 Apr, 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…

Making Negotiation Win-Win
Monday, 9 Apr, 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.

Questioning Questions
Sunday, 1 Apr, 2018
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers.

How To Help Buyers Shift Their Status Quo
Monday, 26 Mar, 2018
How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo was

Practical Decision Making: getting it righter
Monday, 19 Mar, 2018
Practical Decision Making: getting it righter

Until a decision gets made – to adopt an idea, buy something, agree to negotiation terms, choose one

I Hear You My Way
Monday, 12 Mar, 2018
I Hear You My Way

I recently got an email from a subscriber complaining that although he’d read and learned a ton from my articles over the years,