The question is Podcast Por Thinking Focus arte de portada

The question is

The question is

De: Thinking Focus
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We believe that people and teams underperform. Not because they want to, not because they mean to but because they can't get out of their own way. This may not be down to them; it could be the culture or the environment. Our experiences shape our mindsets and habits, often causing us to get stuck. Changing behaviour requires a change in mindset. Join us on this journey as we discuss everything from 'how we think' to techniques and shortcuts to help us shape our thoughts to help us achieve our goals. We will be asking a range of questions about how the way that we think shapes our ability to change, be more productive and lead effectively.© Thinking Focus Limited 2020 Economía Gestión Gestión y Liderazgo
Episodios
  • 162 - Why do deals stall when I have a champion?

    162 - Why do deals stall when I have a champion?
    Apr 1 2026
    Ever had a deal that felt "done"… only for someone to appear out of nowhere and derail it? In this episode, Richard and Ricky explore one of the most common — and costly — mistakes in complex sales: assuming one strong champion is enough. Having a supporter doesn't mean you've sold the deal. It often means you've only sold part of the story. We break down the four buyer types in complex sales and explain: Why deals stall even when you have internal advocacy How unseen stakeholders quietly influence outcomes What happens when you don't know who really has a say How this applies not just externally, but internally too You'll also hear a familiar scenario — the moment the atmosphere changes, the objections shift, and you realise the decision is no longer in your control. This episode will help you: Identify who truly needs to be involvedUnderstand what matters to different buyer types Tailor your message so it lands with everyone, not just your champion
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    19 m
  • 161 - Should the R in SMART be Realistic or Relevant (REVISITED)

    161 - Should the R in SMART be Realistic or Relevant (REVISITED)
    Mar 18 2026

    In this short episode of The Question Is, Ricky delves back into the library to revisit one of his favourite episodes, which also happens to be one of our most-played ever.

    There are lots of slightly different versions of the meanings of the five areas in SMART goals, but the one that comes up most often with the people we work with is the 'R': Realistic (can you do it) or Relevant (should you do it). Even after all this time, this is still a hot topic, which is why Rob and Rich talked about it in 2017, and Ricky decided to focus on it for the first of our revisited series.

    If you want to listen to the whole of the original podcast, it was episode 6, from June 2017 or you can click here to listen right now - https://thequestionis.libsyn.com/006-should-the-r-in-smart-be-realistic-or-relevant

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    6 m
  • 160 - Why do we label ourselves (and others)?

    160 - Why do we label ourselves (and others)?
    Jan 21 2026

    In this last podcast in our series on common thinking errors, Richard and Graham look at how we assign labels to ourselves and to others and then act as if these made-up labels are true.

    While labels can help us to understand the world by generalising things into simple to understand categories, often we assign labels about our abilities, experiences, identity and personality that are more of a reflection of a situation than they are of us.

    Richard walks Graham through how we can explore these labels we create and reframe them to focus on behaviours that we can change if we wish, and not our identity. Seeing something as an area we are learning is always more constructive than something you are not good enough to do.
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    22 m
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