Home » Archive by Category

Change Management

Change is necessary. How can we make it fun?
Monday, 25 Jan, 2010
Change is necessary. How can we make it fun?

These are heady days. Global business changes, environmental disasters, political upheavals. Change, Change, Change. Maybe it’s time to have another conversation about what change is. And at the same time, maybe discuss why it’s necessary to know how to change, since change is the only constant.
It’s a myth that change is difficult. Indeed, it’s not […]

Decisions are Never Emotional
Friday, 30 Oct, 2009
Decisions are Never Emotional

Imagine if instead of believing that unexpected decisions are emotional, we assume they have a very specific reason, even if we don’t understand or agree. Then what? Is it just easier to believe the other person to be irrational?
Do you remember, back in the day, when docs said that women suffering from PMS were hysterical […]

Managing Off-Line Decisions
Friday, 28 Aug, 2009
Managing Off-Line Decisions

Where do our prospects go when they say, “I’ll call you back?” Most of us guess, but really, we don’t know where they go.
Where they go, in fact, is to get ahold of their colleagues and figure out how to get agreement for whatever outcomes the new solution will cause within the  buyer’s environment. We rarely […]

Decision Making The Expert Way
Wednesday, 26 Aug, 2009
Decision Making The Expert Way

You all know that my passion is helping people make decisions. I have put my decision facilitation model into sales, but it’s equally at home in any situation in which one person is helping another person decide.
Enter Expert Choice. Expert Choice is a decision facilitation software tool. They offer teams of decision makers “rapid convergence of […]

Birthing A Book
Tuesday, 25 Aug, 2009
Birthing A Book

I’m just putting the final touches on my new book which involves writing the text for the back cover, doing final proofs, chasing friends for testimonials. Although I write something every day, and have written hundreds of articles, many books, hundreds of blog posts, it’s not the same as a book. A book has some heft […]

What Is A Need?
Wednesday, 5 Aug, 2009
What Is A Need?

Since I’m the Queen Contrarian, I’d like to say that the ‘need’ we think that buyers have is not a real need.
First of all, we often meet them at the wrong end of their buying decision – when they are just starting their search for a possible solution. Not only have they not committed to […]