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Can Collaboration Work?
Monday, 27 Jul, 2015
Can Collaboration Work?

We enter into collaborations assuming we’ll succeed as teamwork partners. Yet we rarely achieve true partnership:
* Because we listen uniquely and through biased filters we sometimes mistakenly presume intent or misconstrue what’s been said and agreed upon. Problem: Flawed assumptions, wasted time and relationship capital, and restricted scope.
* There is often not enough diversity to enable maximum creativity and unrestricted solution options. Problem: Similar ideas and options constrain possibility and maintain the status quo.
* Agendas and goals are often established with less than the full set of essential participants. Problem:

Prospects Aren’t Always Prospects
Friday, 10 Jul, 2015
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect.

Sales is a Flawed Model
Friday, 26 Jun, 2015
Sales is a Flawed Model

Do you know why you don’t close all the sales you deserve to close?
Do you know, on your first prospecting call, who will buy?

Sales Is A Flawed Model
Friday, 26 Jun, 2015
Sales Is A Flawed Model

Do you know why you don’t close all the sales you deserve to close?
Do you know, on your first prospecting call, who will buy?
Do you know where buyers go when they say ‘I’ll call you back?”
Do you know what takes buyers so long to buy when it seems so obvious to everyone – including them?
You don’t know the answers to these questions. Because the sales model is geared for solution placement. Of course you give good service, ask all the right questions, understand the need and how it fits with your solution.

Help Marketing Know Buyers Well Enough…
Monday, 8 Jun, 2015
Help Marketing Know Buyers Well Enough…

Hi Everyone: I’m sending you something quite different this week; I hope you don’t mind but I find this topic important. My good friend Ardath Albee sent me this note below, asking us to vote for her to receive a grant for something near and dear to my heart: to develop new capabilities for the field of marketing enter the buy path earlier. Please read her sweet note and see if you can get behind this by voting for her. If she wins the grant, I trust that she’ll use the funds to help us all be more successful.

What Makes A Decision Irrational?
Tuesday, 19 May, 2015
What Makes A Decision Irrational?

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model used in sales, coaching, and leadership,