Home » Archive by Category

Decision Making

How, Why, and When Buyers Buy
Monday, 12 Jul, 2021
How, Why, and When Buyers Buy

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer misalignment. Seriously?

Collaborative Decision Making for Successful Implementations
Monday, 22 Feb, 2021
Collaborative Decision Making for Successful Implementations

I’ve read that some leaders and project managers prefer not to collaborate when

Stop Trying to Persuade; Facilitate Congruent Decision Making Instead
Monday, 2 Nov, 2020
Stop Trying to Persuade; Facilitate Congruent Decision Making Instead

I recently heard a project manager in a software services company mention a

Selling Only Handles a Small Portion of Buying Decisions
Monday, 5 Oct, 2020
Selling Only Handles a Small Portion of Buying Decisions

Do you ever wonder why all those folks who obviously need your solution don’t buy?

What Makes A Decision Irrational?
Monday, 17 Aug, 2020
What Makes A Decision Irrational?

After spending 30 years deconstructing the inner processes of how people decide, and training a

The Importance of Confusion
Monday, 27 Jul, 2020
The Importance of Confusion

When I begin an on-site training program I start by saying: “Hi everyone. I’m going to begin with a warning: