Recognize Buyers on the First Call
Monday, 3 Dec, 2018
Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings…

Anatomy of a Lost Sale: Case Study
Monday, 19 Nov, 2018
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.

Boredom: A Route To Creativity
Monday, 19 Nov, 2018
Boredom: A Route To Creativity

We live our lives, these days, with continuous stimulation…

Starting a Tech Company in 1983
Monday, 12 Nov, 2018
Starting a Tech Company in 1983

I started up a tech company in London in 1983. I never meant to.

Training vs. Learning: do you want to train? Or have someone learn?
Monday, 12 Nov, 2018
Training vs. Learning: do you want to train? Or have someone learn?

Did you ever wonder why training fails more often than not? When important material, meant to improve or…

Assumptions: Why Being Right Is Wrong
Monday, 12 Nov, 2018
Assumptions: Why Being Right Is Wrong

We naturally assume we understand what’s meant and don’t question that assumptions. The truth is, our brains are not set up to enable us to understand what others tell us…