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Listening & Decision Making

INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION?
Tuesday, 6 May, 2014
INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION?

Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.

How To Listen To Hear What’s Intended
Sunday, 23 Feb, 2014
How To Listen To Hear What’s Intended

This article is an excerpt from Sharon Drew Morgen’s new book “Did You Really Say What I Think I Heard?”

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…