Practical Decision Making: getting it righter
Monday, 27 Aug, 2018
Practical Decision Making: getting it righter

Until a decision gets made – to adopt an idea, buy something, agree to negotiation terms, choose one thing over another, or take action in any way – there can be no completed transaction. With the most accurate data, the most efficient solution, or the very best idea or moral

Listening Biases: how we restrict opportunity
Sunday, 15 Jul, 2018
Listening Biases: how we restrict opportunity

I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing.

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..

How Listening Filters Cause Misunderstanding
Tuesday, 24 Apr, 2018
How Listening Filters Cause Misunderstanding

When researching my book on closing the gap between what’s said and what’s heard,

Customer Service Case Study: Who Are You Serving?
Tuesday, 17 Apr, 2018
Customer Service Case Study: Who Are You Serving?

When involved in customer service, are you serving your company and its rules – or your customer? Do you make rules to make sure your customers are happy, or are you wrapped up following rules designed for you – often at the expense of your customers?
Here are two conversations I had recently that make the […]

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,