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 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.
October 13, 2021
They aren’t eight-legged, fanged, fuzzy, or furry. From constant price negotiations to negative body language, learn what signs you really need to watch out for.
October 06, 2021
That prospect with whom you had such a great first discovery call but hasn’t returned an email or a call since? Not going to close. Sluice your CRM clean.
July 07, 2021
Whether a goalkeeper, a Man in Black, a mathematician, or a salesperson with a Monday-morning call list, strategies of game theory will come in handy.
January 27, 2021
This month’s latest is all about drive (the “D” in our DRIVE information-gathering framework).
January 20, 2021
Having a cluttered CRM is human. Keeping your CRM clean—and focusing on those starting a new job—can be divine.
January 13, 2021
Too many choices, not enough choices–customers are like Goldilocks. They want a set of choices that feels just right.
January 06, 2021
No one needs to walk into a bar, or rub on a magic lamp. A good sales story needs to be MORE—memorable, organized, relatable, and educational.
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