Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance
Monday, 4 Mar, 2019
Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance

How do we manage change in our organizations? Not very well, apparently.

Steps Along the Buying Decision Path
Monday, 4 Mar, 2019
Steps Along the Buying Decision Path

As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow

Sellers Ask the Wrong Questions
Monday, 25 Feb, 2019
Sellers Ask the Wrong Questions

I recently accepted a cold call from an insurance guy because I was thinking of switching providers.

How Listening Filters Cause Misunderstanding
Monday, 25 Feb, 2019
How Listening Filters Cause Misunderstanding

When researching my book on closing the gap between what’s said and what’s heard, I was surprised to

Change management and sales: influencing the buying decision path
Monday, 25 Feb, 2019
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…

Behavior Modification doesn’t modify behaviors: an essay on why it fails and what to use instead
Monday, 18 Feb, 2019
Behavior Modification doesn’t modify behaviors: an essay on why it fails and what to use instead

I recently chatted with a VC invested in 15 healthcare apps that use