Blaise Pascal was a 17th century French mathematical genius who spelled out the laws of probability more clearly than anyone before him. This was a watershed moment, because for the first time humanity had a systematic way of thinking about
Ford Harding has lifted his pen to engage with me on a subject of profound importance to sales professionals, leaders, and anyone who seeks to influence others. That subject is the emotional sea on which all decisions float. FUD (fear,
FUD is Fear, Uncertainty and Doubt. I first heard the term when consulting at Gartner. I was working with the analysts in preparing for a Gartner Symposium, and several of them used FUD at the start of their talks to