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Let’s Talk About Sales
Monday, 26 Apr, 2021
Let’s Talk About Sales

Ever since the serpent convinced Eve to eat the apple there’s been someone trying to sell something. The original idea was fairly simple: find folks with a problem, then create and

Thank You. We Appreciate You: a case study in caring for employees
Monday, 19 Apr, 2021
Thank You. We Appreciate You: a case study in caring for employees

Early this morning I went to my favorite ‘big box’ supermarket, WinCo. If you’re

Listening Assessment: Do you have listening biases?
Monday, 5 Apr, 2021
Listening Assessment: Do you have listening biases?

Most of us believe we don’t have listening biases accurately hear what’s been said. But given our brain’s

Where is the real control in the sales process?
Monday, 23 Nov, 2020
Where is the real control in the sales process?

Recently I listened while a coaching client pitched his solution precisely when he could have facilitated his

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?