Getting Things Done Ep. 345: David Allen talks with Roy Whitten and Scott Roy
Jan 14, 2026
Join David Allen as he chats with Roy Whitten, a sales and change consultant, and Scott Roy, CEO and co-founder of their sales consultancy. They delve into their book, Decision Intelligence Selling, emphasizing that sales isn't just for salespeople—it's crucial for everyday persuasion. Roy shares insights on how to approach selling without pressure, while Scott highlights the importance of diagnosing client needs like a coach. They also discuss ethical selling in developing markets, showcasing how strong sales practices can drive organizational change.
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From Fuller Brush To Transformative Learning
- Roy Whitten started selling door-to-door and later became an Episcopal priest, calling both roles forms of selling.
- He then studied transformative learning and moved into consulting and writing about ethical selling.
Selling As Decision Intelligence
- Decision intelligence reframes selling as improving a customer's ability to decide, not pitching for a quick yes.
- Raising a customer's decision-making quality (DQ) makes selling more ethical and more effective.
Manage Attitude, Not Just Targets
- Manage your attitude so you can relax and listen deeply instead of feeling quota pressure.
- Use listening and problem-costing to turn the conversation into a business case rather than a pressured pitch.
