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Change Management

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…

Using Buyer Personas During Pre-Sales Stages
Monday, 2 Mar, 2015
Using Buyer Personas During Pre-Sales Stages

Buyer Personas do a great job targeting marketing and sales campaigns to reach the most probable buying audience. But it’s possible to make them even more efficient.
Here’s a question: Do you want to sell/market? Or have someone buy? The belief is that if you can sell/market appropriately – the right campaign to the right buyer with the right solution at the right time – buyers will buy. If that were true, you’d be closing a helluva lot more than you’re closing. Sure, Buyer Personas make a difference in your close rate. But it could be higher.