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Sales

Using Follow Up Effectively
Tuesday, 31 May, 2016
Using Follow Up Effectively

Do you attempt to follow up with prospective buyers because they haven’t contacted you when you thought they should? Do you know what is stopping them from contacting you?

Successful Fundraising: getting chosen over the competition
Tuesday, 24 May, 2016
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…

The Arrogance of Listening
Monday, 16 May, 2016
The Arrogance of Listening

When researching my book on the gap between what’s said and what’s heard (What? Did you really say what I think I heard?) I discovered that most people..

Anatomy of a Lost Sale: Case Study
Monday, 2 May, 2016
Anatomy of a Lost Sale: Case Study

I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions.

The Business of Kindness
Wednesday, 23 Mar, 2016
The Business of Kindness

In the media recently I’ve been hearing the word ‘kindness’ discussed by business folks.
Kindness – not a word historically …

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales
Monday, 14 Mar, 2016
Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales

I’d like to set the record straight. In 1985 I coined terms that I’ve written extensively about in best selling…