Questioning Questions
Monday, 17 Oct, 2016
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting

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

Asperger’s put to work: an essay on coding choice and decision making
Monday, 12 Sep, 2016
Asperger’s put to work: an essay on coding choice and decision making

I wasn’t diagnosed with Nonverbal Learning Disorder – NLD, similar to Asperger’s – until I was 61.

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?

12 Dirty Little Secrets: why buyers don’t buy
Monday, 8 Aug, 2016
12 Dirty Little Secrets: why buyers don’t buy

Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.