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Buying Patterns: what are they, and how to influence them
Monday, 14 Oct, 2019
Buying Patterns: what are they, and how to influence them

I coined the term Buying Patterns decades ago to

Putting People First: the path to Customer Centricity, essay
Monday, 7 Oct, 2019
Putting People First: the path to Customer Centricity, essay

Charlie Rose interviewed Brian Moynihan, the CEO of

Do We Really Need Proposals?
Monday, 30 Sep, 2019
Do We Really Need Proposals?

Writing a proposal is an accepted norm in many industries: as a vendor, you receive an RFP, or get a call from a client site to bid on a

The Cost of Misunderstanding: why leaders must take responsibility for mistakes
Monday, 23 Sep, 2019
The Cost of Misunderstanding: why leaders must take responsibility for mistakes

Working with a partner in Amsterdam recently, I was one of a

Communication Competence: the case for enhanced soft skills for our new digital world
Monday, 16 Sep, 2019
Communication Competence: the case for enhanced soft skills for our new digital world

Today was a typical day. I arrived at my office early

Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter
Monday, 9 Sep, 2019
Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter

Do you know what’s stopping you or your company from making the