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Why New Year’s Resolutions Fail
Wednesday, 4 Jan, 2017
Why New Year’s Resolutions Fail

Every year, with the best will in the world, we make New Year’s resolutions to make some sort of change, like exercising more or eating healthier. We start off with great gusto and determination, yet by February we begin making excuses to avoid the gym, or convince ourselves pizza would be great for dinner. What happens? We’re approaching change in the wrong way. But we can easily make it right.
BELIEFS DEFINE BEHAVIORS
Here’s the problem. Within each of us, within each person, family, team, or group, are long-held rules and experiences, values and history,

How the Sales Industry Colludes in Failure
Monday, 24 Oct, 2016
How the Sales Industry Colludes in Failure

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

Why the Need to Build Relationships is a Myth
Monday, 3 Oct, 2016
Why the Need to Build Relationships is a Myth

In 1937 Dale Carnegie published his celebrated How to Win Friends and Influence People – the first book…

Control: What does it give you?
Monday, 19 Sep, 2016
Control: What does it give you?

Control: What does it give you? What do you lose? Where is the real control?
Recently I listened while a coaching client pitc

Sales, Marketing and Social Can Be More Successful: hint – it’s not about your content
Monday, 22 Aug, 2016
Sales, Marketing and Social Can Be More Successful: hint – it’s not about your content

Sales, marketing, and social marketing attempt to place solutions and create relationships by supplying great content, discovering likely prospects, and creating trust. Unfortunately sellers end up closing a small fraction – less than 5% – of those they reach, and marketers and social end up closing even less. Our products are terrific. So what’s causing our failure?

DOing vs. BEing: creating rules that put customers first
Monday, 27 Jun, 2016
DOing vs. BEing: creating rules that put customers first

I recently purchased dysfunctional products/services from three vendors who were unwilling to go outside company rules to fix the problems …