Inside Curiosity
Monday, 2 Aug, 2021
Inside Curiosity

Curiosity is a good thing, right? But what is it? Wikipedia defines curiosity thus: a quality related to inquisitive thinking such as exploration, investigation, and learning, evident by observation in human and animal species. What, exactly, does this mean? What’s ‘inquisitive thinking’? Does it matter that everyone’s inquisitiveness is subjective, unique, and limited by their biases? ‘Evident by observation’? Evident to whom? And by what/whose standards? And ‘observation’? Really? We all see, hear, feel the world through our subjectivity –

The Business of Kindness
Monday, 28 Jun, 2021
The Business of Kindness

Recently people have been discussing ‘kindness’ as a business strategy. I’m so pleased. Kindness – not a word historically associated

Prospects Aren’t Always Prospects
Monday, 24 May, 2021
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need for our solution is a prospect. But that’s not true or we’d be closing a lot more business

Putting People First: the path to Customer Centricity, essay
Monday, 17 May, 2021
Putting People First: the path to Customer Centricity, essay

A few years ago,  Brian Moynihan, the CEO of Bank of America, was interviewed as he discussed their new Customer Focus initiative:

Addressing Diversity Through Listening
Monday, 3 May, 2021
Addressing Diversity Through Listening

Diversity is vital, yet often difficult to attain due to barriers of communication and biases, making assimilation complicated.

What is Buying Facilitation®? What sales problem does it solve?
Monday, 29 Mar, 2021
What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal stuff and