The Problem With Information
Tuesday, 29 May, 2018
The Problem With Information

Information, used at the wrong time, or when used to influence or sell, advise or share, has cost us untold loss in business and relationships.

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.
Monday, 21 May, 2018
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending..

Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance
Monday, 14 May, 2018
Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance

How do we manage change in our organizations? Not very well,

FACILITATIVE QUESTIONS: Questions that facilitate change
Saturday, 5 May, 2018
FACILITATIVE QUESTIONS: Questions that facilitate change

As professionals a big part of our jobs is to influence change.

Sell to Prospects who CAN/WILL Buy
Monday, 30 Apr, 2018
Sell to Prospects who CAN/WILL Buy

Your solution is great. You know the narrative of the type of buyers who buy.

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,