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Sales

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.
Monday, 13 Feb, 2017
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending years as a successful sales person. After years of…

The Discipline of Listening
Monday, 30 Jan, 2017
The Discipline of Listening

Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners wish to convey.

The Fallacy of Making Appointments
Monday, 23 Jan, 2017
The Fallacy of Making Appointments

Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship’ that will close the deal? Give you a higher probability of closing a sale?

Sales, Marketing and Social Can Be More Successful. Hint: it’s not about your content.
Monday, 16 Jan, 2017
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…

Meetings: The Purpose, The Pain, The Possibility
Monday, 9 Jan, 2017
Meetings: The Purpose, The Pain, The Possibility

As business folk, we hold meetings regularly. Yet often we don’t accomplish what we set out to achieve. Why?

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,