Our Listening Restricts Our Lives: understanding our listening filters
Monday, 25 Sep, 2017
Our Listening Restricts Our Lives: understanding our listening filters

At a neighborhood picnic recently, I introduced myself to five

The ‘How’ of Choice: beyond ‘Why’ and ‘What’
Monday, 18 Sep, 2017
The ‘How’ of Choice: beyond ‘Why’ and ‘What’

When you’re conversing with a prospect, a teenager, or a team member, how do you choose

How Sales Overlooks Buyers: Essay and Q&A
Monday, 11 Sep, 2017
How Sales Overlooks Buyers: Essay and Q&A

In 1993, when my first book cam out and before he died, David Sandler called to buy out my…

What, Exactly, Is An Opportunity?
Monday, 28 Aug, 2017
What, Exactly, Is An Opportunity?

The hot new sales tool is Opportunity Management automation. Just another in a long list of

Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 7 Aug, 2017
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a

Do You Want to Sell? Or Have Someone Buy?
Monday, 31 Jul, 2017
Do You Want to Sell? Or Have Someone Buy?

Part 1 of a 2 part series on understanding a buyer’s needs.