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Sales

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying
Monday, 18 Feb, 2019
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 ‘understanding’ and ‘qualifying’

We Don’t Know How to Hear Each Other: how biases distort our conversations
Monday, 18 Feb, 2019
We Don’t Know How to Hear Each Other: how biases distort our conversations

So many people are feeling disempowered and ignored, targeted

Successful Fundraising: getting chosen over the competition
Monday, 11 Feb, 2019
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 raise money. You’ve created a terrific pitch deck, have a highly competent management team and terms, and have identified donor prospects with major gift potential. You’ve designed a multi-channel approach to build relationships with small investors to excite them to becoming large investors. Why aren’t you raising all the funding you deserve?

Checklist for Influencers: questions for sellers, coaches, leaders, change agents
Monday, 11 Feb, 2019
Checklist for Influencers: questions for sellers, coaches, leaders, change agents

Most of you are really good at what you do: as influencers, sellers, coaches, change agents, or leaders, your intuition, excellent skills, and history of success guide your ability to facilitate change for your clients. And yet using conventional models and questions it’s inevitable that your interactions will have bias, and will unwittingly restrict possible outcomes accordingly. Since any bias you enter with will most likely skew the range of answers, the best option would be to enter each interaction with as

Recognize Buyers on the First Call
Monday, 4 Feb, 2019
Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings…

The Business of Kindness
Monday, 28 Jan, 2019
The Business of Kindness

I’ve recently heard people discussing ‘kindness’ as a business strategy. I’m so pleased.