Training vs. Learning: do you want to train? Or have someone learn?
Monday, 15 Feb, 2021
Training vs. Learning: do you want to train? Or have someone learn?

Did you ever wonder why training fails so often? When important material, meant to improve or educate, is not

Assumptions: Why being right is wrong
Monday, 18 Jan, 2021
Assumptions: Why being right is wrong

While researching my book What? I discovered that when listening to others, we naturally assume we understand what’s meant and don’t question that

We Don’t Know How to Hear Each Other: how natural biases distort our conversations
Monday, 14 Dec, 2020
We Don’t Know How to Hear Each Other: how natural biases distort our conversations

During the three years I spent researching and writing a book on closing the gap

Where is the real control in the sales process?
Monday, 23 Nov, 2020
Where is the real control in the sales process?

Recently I listened while a coaching client pitched his solution precisely when he could have facilitated his

The Fallacy of Making Appointments
Monday, 14 Sep, 2020
The Fallacy of Making Appointments

Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship‘ that will close

The Discipline of Listening
Tuesday, 8 Sep, 2020
The Discipline of Listening

Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners