Overcoming Opposition
Monday, 14 Nov, 2016
Overcoming Opposition

I’m regularly flummoxed when I hear people question climate change, or when folks actually believe that people of color are ‘different’ and worthy of being insulted, underpaid, ignored.

How the Sales Industry Colludes in Failure
Monday, 24 Oct, 2016
How the Sales Industry Colludes in Failure

Would you consider a baseball player with a 95% failure rate Successful? Would you choose a..

Why the Need to Build Relationships is a Myth
Monday, 3 Oct, 2016
Why the Need to Build Relationships is a Myth

In 1937 Dale Carnegie published his celebrated How to Win Friends and Influence People – the first book…

Control: What does it give you?
Monday, 19 Sep, 2016
Control: What does it give you?

Control: What does it give you? What do you lose? Where is the real control?
Recently I listened while a coaching client pitc

Sales, Marketing and Social Can Be More Successful: hint – it’s not about your content
Monday, 22 Aug, 2016
Sales, Marketing and Social Can Be More Successful: hint – it’s not about your content

Sales, marketing, and social marketing attempt to place solutions and create relationships by supplying great content, discovering likely prospects, and creating trust. Unfortunately sellers end up closing a small fraction – less than 5% – of those they reach, and marketers and social end up closing even less. Our products are terrific. So what’s causing our failure?

DOing vs. BEing: creating rules that put customers first
Monday, 27 Jun, 2016
DOing vs. BEing: creating rules that put customers first

I recently purchased dysfunctional products/services from three vendors who were unwilling to go outside company rules to fix the problems …