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What Makes A Decision Irrational?
After spending 30 years deconstructing the mind-brain interface that enables choice and decision making, and training a decision facilitation model I developed for use in sales, coaching, and...
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Making Negotiation Win-Win
Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. As part of standard practice, negotiation partners going into a...
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Sell to Prospects who Will Buy, not Those who SHOULD Buy
Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from...
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Bridging the Gap between What’s Said and What’s Heard
I used to assume that what I hear someone say is an accurate interpretation of what they mean. My assumption was wrong; what I think I hear (the words, the meaning) has a good chance of being...
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Successful Fundraising: getting chosen over the competition
Your important nonprofit or exciting startup will help the world be a better place, bring innovative ideas to the market, and be quite sucessful. You’ve created a terrific pitch deck, have a highly...
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Groupthink: the cost of collective stupidity
Years ago I sat next to a lovely young man on a plane. Dressed for success, he exuded professionalism. SD: You’re all dressed up to see a client, I bet. You look great. YM: Thanks. I am. I’m going to...
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It’s Trying to Become Spring
I live on a floating home on the Columbia River, north Portland, OR, with an intimate connection to the river. I have three decks – one on the river side and two on the ‘lagoon’ side – from which I...
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Is AI Right for Your Company?
There’s been so much written extolling the uses of AI. Certainly, it’s exciting – filled with possibility and mystery, similar to the early days of the World Wide Web. With possible uses as chatbots to...
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Learning Facilitation
Have you ever wondered why folks who take training don’t retain the new knowledge? According to Harvard studies, training fails 90% of the time. Surely students want to learn, trainers are dedicated...
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Listening Biases Restrict Sales Success
Have you ever realized that people don’t always hear each other accurately? The problem is not that we don’t hear their words accurately; the problem is in the interpretation. Our brain gets in the...
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