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Sales

Using Follow Up Effectively
Tuesday, 31 May, 2016
Using Follow Up Effectively

Do you attempt to follow up with prospective buyers because they haven’t contacted you when you thought they should? Do you know what is stopping them from contacting you?

Successful Fundraising: getting chosen over the competition
Tuesday, 24 May, 2016
Successful Fundraising: getting chosen over the competition

Your important nonprofit or exciting startup helps the world be a better place. But now you’ve got to…

The Arrogance of Listening
Monday, 16 May, 2016
The Arrogance of Listening

When researching my book on the gap between what’s said and what’s heard (What? Did you really say what I think I heard?) I discovered that most people..

The Business of Kindness
Wednesday, 23 Mar, 2016
The Business of Kindness

In the media recently I’ve been hearing the word ‘kindness’ discussed by business folks.
Kindness – not a word historically …

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales
Monday, 14 Mar, 2016
Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales

I’d like to set the record straight. In 1985 I coined terms that I’ve written extensively about in best selling…

On Becoming 70
Monday, 15 Feb, 2016
On Becoming 70

As a kid I had fantasies of what the rest of my life would be. I was going to be (in no particular order): a New York Times Bestselling author (check); a world change agent (check); a singer