Trust: what it is, and how to initiate it
Monday, 1 Jun, 2020
Trust: what it is, and how to initiate it

Trust. The big kahuna. The sales industry seeks it; doctors assume it; couples demand it; change can’t occur without it. But what is it? Why isn’t it easier to

Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 25 May, 2020
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations to listen for what will confirm your assumptions?

Inside Curiosity
Monday, 18 May, 2020
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,

Resolving Unconscious Bias
Monday, 27 Apr, 2020
Resolving Unconscious Bias

Our biases have been developed through the stories of our lives. From birth, our parent’s beliefs become part of our unconscious, very personal, ecosystem; the cultural norms of our youth create our habits, behaviors, and identity; the schools we attend or the gangs we join introduce us to the way our

Prospects Aren’t Always Prospects
Monday, 30 Mar, 2020
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need for our solution is a prospect. But

Practical Decision Making: a route to enhanced effectiveness
Monday, 16 Mar, 2020
Practical Decision Making: a route to enhanced effectiveness

What are decisions?While the perceived wisdom defines decision making as the