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

Successful Fundraising: getting chosen over the competition
Monday, 11 Feb, 2019
Successful Fundraising: getting chosen over the competition

Your important nonprofit or exciting startup helps the world be a better place. But now you’ve got to raise money. You’ve created a terrific pitch deck, have a highly competent management team and terms, and have identified donor prospects with major gift potential. You’ve designed a multi-channel approach to build relationships with small investors to excite them to becoming large investors. Why aren’t you raising all the funding you deserve?

Asperger’s, Max, and Me
Monday, 11 Feb, 2019
Asperger’s, Max, and Me

I am addicted to the TV show Parenthood. In it, a 12-ish-year-old boy named Max has Asperger’s.