It’s possible, probable, that what you’re selling is enormously beneficial to a motivated customer. That, after the inevitable disruption, it will change the way they work, their life will get... Read more
Sometimes we try to out think everything and everybody. We imagine that we have to present certainty even when we have none, that bluster and bluff will win us the... Read more
It’s going brilliantly. It’s going brilliantly. It’s going brilliantly …and then it isn’t. Something went wrong between the y and the false stop that never came. Let’s assume for the... Read more
Stand in the middle for more than five minutes and you experience the signal and the noise. The problem is knowing one from the other. There are so some many... Read more
The questions sometimes is whether to have the hard conversation at the beginning, the middle or at the end. Each has its merits. The beginning means we get it over... Read more