What is a content engine? And why is Avitage so busy?
Jim Burns, owner of Avitage is in the catbird seat. He has figured out how to tailor your content so it’s in line with how your buyers want it. That’s right: not just the way you want to explain it, but how they want it.
Not [...]

Roger L. Cauvin lives in Austin. We meet occasionally for lunch where we talk (ok, I do most of the talking) and he very slyly picks my brain. Trust me on this: I don’t often allow anyone to pick my brain (especially when I’m not even having my lunch paid for), but his questions are so interesting that he lures me in somehow…

For those of you who have read Dirty Little Secrets and love the concept of how change happens - and for those of you who haven’t read DLS and still love change models – here is my second podcast of the 6 part series Making Change Work that I’m recording with StrategyDriven Magazine and Nathan Ives.
This [...]

In conjunction with StrategyDriven magazine, and with Nathan Ives as the brilliant interviewer, I’ve recorded a series of 6 podcasts called Making Change Work. The first podcast is available below.
And, why am I recording a Change Management series? For those of you familiar with my decision facilitation model, you’ll recognize that it’s basically a change [...]

Have you ever tried to change behaviors? Have you asked your sales team do something new that needs to be reinforced as they learn – and you’re not able to sit with them every hour to make sure they are doing it right?

The job of a seller is difficult: our jobs are to go to another person/group, discover their problems, and as a stranger to them, tell them we have the answer. Then we have to follow them around to prove to them that we can fix their problem – problems they probably don’t appreciate as well as we do – and convince them to give us money…