Home » Archive by Category

Listening & Decision Making

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.

WHAT IF WE COULD ALL HEAR EACH OTHER? NO, REALLY.
Wednesday, 19 Jun, 2013
WHAT IF WE COULD ALL HEAR EACH OTHER? NO, REALLY.

For decades I’ve been writing books on decision making in the buying process.

THE ROLE OF SYSTEMS, BIAS, AND EMOTION: THE MISSING PIECE IN DECISION FACILITATION
Saturday, 8 Oct, 2011
THE ROLE OF SYSTEMS, BIAS, AND EMOTION: THE MISSING PIECE IN DECISION FACILITATION

This article focuses on facilitating buy-in for decision analysis, change management, organization development, and complexity science.

You do a great job gathering and uncovering data to understand the presenting problem.

Do you hear what others are trying to say?
Friday, 9 Sep, 2011
Do you hear what others are trying to say?

Words are merely translations of what’s going on inside – a compression …