As many of you know, I’m a dancer. I began dancing when I was 8, standing on my father’s toes as we (my mother was relegated to dancing with the instructor) learned Latin dancing. When I was 10 took ballroom dancing classes, and at age 11 I was a ‘regular’ on Connecticut Bandstand (I even got [...]

On January 19th, I’m fortunate to be doing a webinar called Executive Decision Making: influencing with integrity with the folks at Business Management Daily. Not only is this group a highly professional group dedicated to making necessary skills available to business people to ensure they are successful, but they maintain a high level roster of [...]

What, exactly, is a leader?
The definition used in Tango is my favorite:  If you notice the leader, he’s not doing a very good job. The job of the leader is to get the best out of his follower and get out of the way: He opens the door, the follower goes through exhibiting her best, and then the [...]

Someone who has read one of my early books told me she thought that Buying Facilitation™ was a type of consultative sales model. It’s far from it. Here is why.
Traditional Sales, spearheaded by Dale Carnegie in his book How to Win Friends and Influence People, published in 1937, is about the product sale. How to position [...]

Sales can be a tough business. We all know that. Given that it still focuses on the problem/solution end of the buying decision cycle, and that when we meet them, buyers still have so much to do before they are ready to buy, we end up having to go through all sorts of contortions to get [...]

Jim Altfeld asks questions. He asks you to ask yourself questions.  Anyone who cares about questions and good decision making is a good friend of mine. Not to mention the words ‘collaboration’  ’cooperation’  ’inspire’  ’commitment’  turn me on.
If you want to find out if you’ve done what you need to do, will get the results you [...]