I recently ran a contest asking folks to define terms. The definitions that came back, even from folks who read my latest book, were all based on the decisions buyers might make in relation to fixing a problem. In other words, they were still focusing on placing a solution, rather than helping manage the internal [...]

In my opinion the field of coaching behaves similarly to the field of sales: gather data about a problem, ask responsible, caring questions, and then provide a solution. Similar to sales, coaches like to say that they really do care, that they don’t give answers, that they only provide data on relevant solutions. And yet, [...]

One of the ‘dirty little secrets’ in my new book is this: because the model of sales is focused on understanding needs and placing solutions, and doesn’t have the tools to help manage the behind-the-scenes issues that buyers must manage internally before they can purchase anything, we fail far more than we should. And we end [...]