Anatomy of a Lost Sale: Case Study
Monday, 2 May, 2016
Anatomy of a Lost Sale: Case Study

I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions.

The What of How: ‘Why’ and ‘What’ are inadequate to enable action
Monday, 25 Apr, 2016
The What of How: ‘Why’ and ‘What’ are inadequate to enable action

When you’re conversing with a prospect, a teenager, or a team member, how does your brain choose…

The Business of Kindness
Wednesday, 23 Mar, 2016
The Business of Kindness

In the media recently I’ve been hearing the word ‘kindness’ discussed by business folks.
Kindness – not a word historically …

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales
Monday, 14 Mar, 2016
Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales

I’d like to set the record straight. In 1985 I coined terms that I’ve written extensively about in best selling…

On Becoming 70
Monday, 15 Feb, 2016
On Becoming 70

As a kid I had fantasies of what the rest of my life would be. I was going to be (in no particular order): a New York Times Bestselling author (check); a world change agent (check); a singer