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Change Management

How To Help Buyers Shift Their Status Quo
Monday, 27 Feb, 2017
How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo was the ‘enemy’ of buyers buying. Nonsense. It’s just another element along the buyer’s decision path…

The How of Heart
Monday, 6 Feb, 2017
The How of Heart

Collaboration. Empowerment. Win/Win. Integrity. Authenticity. We’re finally recognizing the efficacy of acting with humanitarian values!

Inside Curiosity
Monday, 31 Oct, 2016
Inside Curiosity

Curiosity is a good thing, right? But what is it? Wikipedia defines curiosity thus: a quality related to inquisitive thinking such as exploration,

How the Sales Industry Colludes in Failure
Monday, 24 Oct, 2016
How the Sales Industry Colludes in Failure

Would you consider a baseball player with a 95% failure rate Successful? Would you choose a..

The What of How: ‘Why’ and ‘What’ are inadequate to enable action
Monday, 25 Apr, 2016
The What of How: ‘Why’ and ‘What’ are inadequate to enable action

When you’re conversing with a prospect, a teenager, or a team member, how does your brain choose…

What Should Coaches, Managers, and Consultants Be Listening For?
Monday, 11 Jan, 2016
What Should Coaches, Managers, and Consultants Be Listening For?

A person who facilitates excellence in others facilitates potential change…