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Buy-In: how to procure compliance, and why it seems difficult
Monday, 23 Dec, 2019
Buy-In: how to procure compliance, and why it seems difficult

Have you ever attempted to implement a procedure with

The HOW of Change Podcast
Tuesday, 19 Nov, 2019
The HOW of Change Podcast

Have you ever been frustrated trying to change a behavior or habit? Now you can.
Click here to listen to my podcast.

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

Optimizing Buyer Personas to Facilitate Pre-Sales Decisions
Monday, 29 Oct, 2018
Optimizing Buyer Personas to Facilitate Pre-Sales Decisions

Buyer Personas do a great job finding and reaching probable buyers, while positioning messages and…

How, Why, and When Buyers Buy
Monday, 15 Oct, 2018
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

The ‘How’ of Choice: beyond ‘Why’ and ‘What’
Monday, 18 Sep, 2017
The ‘How’ of Choice: beyond ‘Why’ and ‘What’

When you’re conversing with a prospect, a teenager, or a team member, how do you choose