March 08, 2023
Being good at a discovery call is not enough. You need to be able to finish the story with the right middle and ending.
March 01, 2023
A great book and a great sale have several things in common, but the biggest is that they are full of great information.
February 22, 2023
What’s the most important thing to do when a loved one (or a deal) gets sick? Administer medicine…in the form of uncomfortable questions.
February 15, 2023
In the month of love, and in the career of sales, it is especially prudent to know when to move on.
February 08, 2023
My pain is your win, and your sales (and maybe your dating technique) is about to get a heck of a lot smoother, faster, and better. It’s story time.
February 01, 2023
Sales is love and love is sales. Many of us have had loves, heartbreaks. We have had deals fall through, perfect prospects pass us by, and missed deals of a lifetime. When we start learning where to look and how to handle rejection, something magical happens.
January 25, 2023
Personality characteristics can only predict about 20 percent of behavior. That’s because most people act different ways in different situations.
January 18, 2023
Small simile update: our brain’s visual system is less “like a camera” and more like a card-counting, crystal-ball-wielding stoner who’s high on mushrooms.
January 11, 2023
The brain is a strange, complex structure with one critical role: allostasis. We don’t fully understand them, but having one is a serious upgrade from the “stomach on a stick” phase.
January 04, 2023
New Year’s resolutions operate under the guise that with the turn of an arbitrary date, new powers enter the world that will change our nature. Humans, however, are not creatures of change.