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