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HOW TO LISTEN TO HEAR WHAT’S INTENDED
Monday, 17 Nov, 2014
HOW TO LISTEN TO HEAR WHAT’S INTENDED

Like most of us, I assume I understand what my communication partner is saying and respond appropriately. I don’t think about it; I just do it. I don’t realize anything is wrong until it’s too late.

Prospects Aren’t Always Prospects
Monday, 17 Nov, 2014
Prospects Aren’t Always Prospects

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

Do You Hear Your Buyers?
Friday, 14 Nov, 2014
Do You Hear Your Buyers?

What we hear is not the objective of our communications: connecting is. As Senders, we speak as part of the communication process; as Receivers we hear as part of the communication process. But unless there is a completed cycle of Sender →  Receiver → Sender, and a connection occurs in which there is mutual understanding, […]

CHANGE ARTICLE/PODCASTS
Tuesday, 21 Oct, 2014
CHANGE ARTICLE/PODCASTS

Every decision we make, every new job we tackle, every new idea we have, involves changing the old with the new. But what is change? And what we need to do differently to make it easy?

The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)
Tuesday, 14 Oct, 2014
The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)

Historically, we have approached change through information sharing and leadership, assuming with a good leader who is able to explain and offer rational and compelling information, changees will be eager and willing to change – and will know how to process and make use of the information. But given the resistance we get, we know […]

What Is change And Why Is It So Difficult? (Part 2)
Monday, 6 Oct, 2014
What Is change And Why Is It So Difficult? (Part 2)

Change is not the problem – we like doing new and different things. What we don’t like is the disruption change causes. And usually, we attempt to create change by pushing new information