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Wanted: a Brain, a Plan & a Clue

How many candidates do you want to interview for one open position? Is 10 too few? 100 too many? Try rethinking your candidate[…]

Use “The Liking Principle” to Present Pricing

The first principle of persuasion, “liking,” is based on the idea that people prefer to work with those they like. How can you[…]

Verbal Ping Pong

Who are your best customers or clients? Are they the ones with a flawless history, or did you ever encounter trouble so extreme that[…]

Are you Cycling or Golfing your Career?

“What is your favorite sales program or book?”, I ask every sales candidate I interview. I’m sad to hear the typical responses. How[…]

Three Surprising Truths about Tech Compensation

Every three or four years, I run a compensation survey on sellers of information technology. I do it because I can’t find industry-specific[…]

A Better Answer to the Question…

Someone asks “what business are you in?” Most people give an answer like. “We provide ABC solutions to customers in the XYZ space[…]

Let’s Give Thanks to The Wolf

Here are some thoughts about the value of adversity in our success.

Motivate Your Team with Dopamine McNuggets

Does your team have the blues? Time to serve up an Angel’s Cocktail! What’s that?

When Opposing Ideas are Both True

All the gurus teach you to start your sales outreach at the top of an organization, and then work your way down. “C-Level Selling”. Yet[…]

Halloween Stories for Sales

How do you motivate someone to take action when your service doesn’t do anything visible? What if it just prevents something bad from[…]