Sales
What Makes A Decision Irrational?
After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model
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.
Training vs. Learning: do you want to train? Or have someone learn?
Did you ever wonder why training fails more often than not? When important material, meant to improve or…
Assumptions: Why Being Right Is Wrong
We naturally assume we understand what’s meant and don’t question that assumptions. The truth is, our brains are not set up to enable us to understand what others tell us…