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Listening & Decision Making

ASSESSMENT: HOW MUCH DO YOU SUCK AT LISTENING?
Sunday, 16 Feb, 2014
ASSESSMENT: HOW MUCH DO YOU SUCK AT LISTENING?

Answer these questions to see how accurately you hear what your communication partner intends you to hear, and how much business you are losing as a result.
1. How often do you enter conversations to hear what you want to hear – and disregard the rest?
2. How often do you listen to get your own agenda across, regardless of the needs of the speaker?

How Do Decisions Get Made?
Saturday, 15 Feb, 2014
How Do Decisions Get Made?

My life’s work has focused on enabling bias-free decisions by facilitating the human criteria that often distort decisions. Until now, I’ve focused on helping sellers…

Get it right: Shift the sales and marketing focus to the buy side
Tuesday, 7 Jan, 2014
Get it right: Shift the sales and marketing focus to the buy side

Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing, we’ve focused on the sell side. In October, Pat Spenner of CEB wrote an article in Forbes titled: You’re Doing it Wrong: Demand Generation. This is the first time I’m aware of that a mainstream publication has […]

BEST OF 2013: Leadership, Change, Listening, Buying Decisions
Monday, 30 Dec, 2013
BEST OF 2013: Leadership, Change, Listening, Buying Decisions

An interesting year. Sales technology…

Coaching with Integrity: facilitating buy-in for new solutions
Sunday, 27 Oct, 2013
Coaching with Integrity: facilitating buy-in for new solutions

As coaches, we aim to help our clients make the changes they seek. And yet they often fail to make, or maintain, the changes. There’s a reason: we approach change as a behavioral shift rather than a core transformation of the internal system. Change is a systems problem not a new behavior choice.
Let me […]

Buying Patterns, Buy Cycle, Buying Decisions
Wednesday, 16 Oct, 2013
Buying Patterns, Buy Cycle, Buying Decisions

As sales professionals, I’m sure you recognize that the sales model is merely a solution placement model: it ignores the behind-the-scenes human issues that buyers must address and decide on prior to buying, leaving sales people outside the meat of the decisions during the largest portion of the buying decision path.