Jack Malcolm Male

I talk people into hiring me to teach their people how to talk people into things. Author of Strategic Sales Presentations and Bottom-Line Selling.
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Jack Malcolm 1424 7534

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In my previous post, I made two principal points. First, you can’t change someone’s mind about a deeply held belief; only they can change their own mind. Second, the default approach most of us...
Blog
2 weeks ago
 
When you fundamentally disagree with someone, what is the best way to change their mind? Actually, that’s a trick question, even though I didn’t realize it when I wrote it. It’s a trick...
Blog
3 weeks ago
 
Thanks to Dave Brock, I was introduced to an article in MIT Sloan Business School’s magazine, which details an 8-step process to improve workflows, starting with identifying and prioritizing...
Blog
3 months ago
 
Some books you just have to be ready to read. I first read George Leonard’s, book, Mastery: The Keys to Success and Long-Term Fulfillment thirty years ago, soon after it first came out. I found it...
Blog
4 months ago
 
As a student of my profession, I’ve probably read about 100 sales books. Of these, there are only a few that I would read more than once and even fewer that I would enthusiastically recommend. To...
Blog
4 months ago

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