What, Exactly, Is An Opportunity?
Monday, 28 Aug, 2017
What, Exactly, Is An Opportunity?

The hot new sales tool is Opportunity Management automation. Just another in a long list of

Practical Decision Making: getting it righter
Monday, 21 Aug, 2017
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

Why Buyers Buy
Monday, 14 Aug, 2017
Why Buyers Buy

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer misalignment

Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 7 Aug, 2017
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a

Do You Want to Sell? Or Have Someone Buy?
Monday, 31 Jul, 2017
Do You Want to Sell? Or Have Someone Buy?

Part 1 of a 2 part series on understanding a buyer’s needs.

To Change Behaviors, First Change Beliefs: an essay for change agents
Monday, 24 Jul, 2017
To Change Behaviors, First Change Beliefs: an essay for change agents

Why do people prefer behaviors that obviously lead to less-than-stellar