How Listening Filters Cause Misunderstanding
Monday, 5 Nov, 2018
How Listening Filters Cause Misunderstanding

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

Sell to Prospects who CAN/WILL Buy
Monday, 5 Nov, 2018
Sell to Prospects who CAN/WILL Buy

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

Servant Leadership: new skills to serve others, and why the old ones don’t work
Monday, 5 Nov, 2018
Servant Leadership: new skills to serve others, and why the old ones don’t work

I became enamored of the concept Servant Leadership in the 1980s. Developed by Robert Greenleaf,

Collaborative Decision Making for Successful Implementations
Monday, 5 Nov, 2018
Collaborative Decision Making for Successful Implementations

I’ve read that there are leaders and project managers who prefer not to collaborate, when engaging in an…

Communication Competence: the case for enhanced soft skills for our new digital world
Monday, 29 Oct, 2018
Communication Competence: the case for enhanced soft skills for our new digital world

Today was a typical day. I arrived at my office early in the morning…

Optimizing Buyer Personas to Facilitate Pre-Sales Decisions
Monday, 29 Oct, 2018
Optimizing Buyer Personas to Facilitate Pre-Sales Decisions

Buyer Personas do a great job finding and reaching probable buyers, while positioning messages and…