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Change Management

How Sales Overlooks Buyers: Essay and Q&A
Monday, 11 Sep, 2017
How Sales Overlooks Buyers: Essay and Q&A

In 1993, when my first book cam out and before he died, David Sandler called to buy out my…

Facilitating Compliance: helping patients choose health
Monday, 10 Jul, 2017
Facilitating Compliance: helping patients choose health

In the late 1970s, I approached my studies for an MSc in Health Sciences

Selling Ideas to Colleagues
Monday, 24 Apr, 2017
Selling Ideas to Colleagues

You’ve got a great idea, but need your colleagues – your boss, your teammates, your partners – to approve…

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!

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…