Do you enter conversations with a goal, or set of expectations? Do you

I became enamored of the concept of Servant Leadership in the 1980s.

Would you consider a baseball player with a 95% failure rate Successful?

I recently accepted a cold call from an insurance guy because I was thinking of switching providers.

So many people are feeling disempowered and ignored, targeted

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast opportunity to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change). The absence of this capability restricts sales to searching for those ready to buy, and causes objections en route:

You’re getting objections not because of your terrific solution,