With my systems-thinking brain I asked her: How will they choose you over other worthy requests? What personal and professional criteria will members of the funding team consider before dropping others to fund you instead? How do political in-fighting or long-term client/colleague relationship preferences factor in to the decision process? How does your request fit…
Part 1 redefines buying thus: The process a buyer goes through to get their ducks in a row to manage all of the factors involved prior to, and including, making a purchase. It explains why the sales focus of seeking appointments, gathering information, offering solution data, and understanding needs doesn’t lead to a higher percentage of…
I’m a dancer. When I studied the Argentine Tango there was a foundational rule that I believe is true for all leaders: The leader opens the door for the follower to pass through, and the leader then follows. If anyone notices the leader, he’s not doing his job. The goal is to showcase the follower….
Change = changing habits If you want to change anything about yourself, it will require changing one or more habits, and since developing or stopping or changing a habit is so darn difficult, it’s best to focus on one particular habit at a time. Since it is so hard to do this, you will need…
Almost every time I would ask someone in a public place if they needed help lifting or carrying a heavy package or luggage in the subway, train station or up flights of steps – usually a woman for obvious reasons of physical limitations – they told me “No, that’s ok” or “No thanks, I’m fine”. …