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Sales

Our Listening Biases Restrict Success
Sunday, 20 Jan, 2019
Our Listening Biases Restrict Success

The problem with accurately hearing what others mean to convey is not

Making Negotiation Win-Win
Sunday, 20 Jan, 2019
Making Negotiation Win-Win

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve.

Meetings: The Purpose, The Pain, The Possibility
Monday, 14 Jan, 2019
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?

Some Truths about Systems, and How they Affect Change
Monday, 24 Dec, 2018
Some Truths about Systems, and How they Affect Change

As a Change Facilitator, I often get asked about the nature of decision making, change and buy-in. Since my responses seem surprising

Questioning Questions
Monday, 17 Dec, 2018
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers.

Sales is an Outdated Model
Monday, 10 Dec, 2018
Sales is an Outdated Model

Can you think of any business paradigms that have stayed the same over the past 100 years?