In this shorter-than-usual episode of the podcast, Paul heads back to one of our early podcasts (no 84) that looked at the well-known RACI model. This model helps people understand the different roles in decision-making and task allocation.

Paul thinks the Consulted and Informed roles, and how sometimes the Accountable person has to manage the emotions and expectations of these groups, so that they don't hold teh project hostage to their perspective, yet remain unaccountable to the outcome.

Why do so many sales conversations grind to a halt… even when both sides want the same outcome?

If you've ever found yourself stuck arguing over the detail — pricing, features, process, targets — this episode explains what's really going wrong and how to fix it.

In complex B2B sales, disagreements rarely happen because people want different things. They happen because the conversation has dropped too far into the "what" or the "how", and everyone has lost sight of the why.

In this episode, we unpack the Why–How–What Pyramid and show:

• Why detail-driven conversations create friction and stall deals
• How asking better why questions lifts conversations out of conflict
• Why senior stakeholders care more about intent than execution detail
• How to realign sales conversations around purpose, not opinion

You'll hear a real-world example of a high-growth customer relationship that was stuck in tactical arguments — until the conversation was reset at the strategic level.

If you're selling into complex organisations, influencing senior leaders, or navigating internal alignment challenges, this episode will change how you approach difficult conversations.

In this short podcast, Graham revisits one of our old podcasts on change. When change at work happens it can create an emotional responce, especially when the change is done to us, not by us.

Graham looks back on a podcast from May 2023 that explores the different ways that we react to change, asking how much do we, as leaders, really understand the people around us, and take that into account when communicating and leading change.

If you want to go back and listen to the whole podcast you can here it here - https://thequestionis.libsyn.com/106-why-do-some-people-react-to-change-harder-than-others