May 11, 2022
So you’ve honed your message and identified prospects? Congrats. Keep going with pre-drafted cadences, ready-to-go gifts, and deconflicting strategies.
May 04, 2022
The decisions that lie ahead are a lot more complex than whether to hug, shake hands, or bump elbows.
April 27, 2022
Snap at your partner for no reason? Feel like punching someone in the throat? “Lizard brain” is that ancient vestige inside all of us that doesn’t respond to facts or logic. There’s just one problem.
April 13, 2022
What someone learns from body language and vocal cues is important, but we’re not going to sub in interpretive dance for discovery calls anytime soon.
April 06, 2022
Be careful of falling for catchy internet “facts”—hook, line, and sinker—and letting them guide your company’s sales strategy.
March 30, 2022
Cognitive biases work together to create nine bias traps that affect decision-making. Escaping them requires prediction, intentionality, premortems, and a little less storytelling.
March 23, 2022
Once you’re familiar with a concept, it can feel like that concept should come easily to everyone. Not true. Cut it out with the acronyms already.
March 09, 2022
An anchoring bias makes it nearly impossible to look at something fresh. But you have to free yourself from it, whatever it takes–a second opinion, a red team–because otherwise you’ll drown.