Story One: A successful account manager speaks to a prospect. The prospect is on the fence, not quite ready to buy. The deal is worth millions. One simple stretch of the truth on the part of the account manager can seal the deal. Within seconds (and without even...
The Choices We Make Years ago when I was a student teacher in a fourth-grade classroom. I did an exercise with my students that involved making a long paper “chain of events.” The students had been reading a book and I wanted them to grasp the impact that each event...
