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How, Why, and When Buyers Buy
Monday, 9 Nov, 2020
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?

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

Change Without Resistance: Podcast series and article on generating buy-in with systems thinking
Monday, 26 Oct, 2020
Change Without Resistance: Podcast series and article on generating buy-in with systems thinking

Why does it seem so hard to change a habit or a behavior? Why do we drag our feet

Upselling: find additional business in existing accounts
Monday, 12 Oct, 2020
Upselling: find additional business in existing accounts

Many years ago, just as technology was becoming ubiquitous, I closed

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?

You Can’t Lead If You Can’t Follow
Monday, 28 Sep, 2020
You Can’t Lead If You Can’t Follow

A friend of mine delivers leadership training in police departments. On the first