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Practical Decision Making: getting it righter
Monday, 21 Aug, 2017
Practical Decision Making: getting it righter

Until a decision gets made – to adopt an idea, buy something, agree to negotiation terms, choose one thing over another, or

How, Why, and When Buyers Buy
Monday, 14 Aug, 2017
How, Why, and When Buyers Buy

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer misalignment

Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 7 Aug, 2017
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a

Do You Want to Sell? Or Have Someone Buy?
Monday, 31 Jul, 2017
Do You Want to Sell? Or Have Someone Buy?

Part 1 of a 2 part series on understanding a buyer’s needs.

Sales as a Spiritual Practice
Monday, 17 Jul, 2017
Sales as a Spiritual Practice

With untold millions of sales professionals in the world, we play a role in any economy. While our jobs are nominally to place solutions,

Facilitating Compliance: helping patients choose health
Monday, 10 Jul, 2017
Facilitating Compliance: helping patients choose health

In the late 1970s, I approached my studies for an MSc in Health Sciences