Leader, Manager, Coach – What’s the Difference?
What separates the three roles and skills? Is one the best? How do you identify them?
The Psychology of Pricing: Anchoring Techniques
Adding a decoy can increase selection of the most expensive option from 32% up to 84%.
Mastering Sales Onboarding: Tips for Training New Reps
Replacing someone due to poor onboarding can cost 50% of their annual salary.
Hyper Empathy: The Double-Edged Sword in Sales
When does it go too far and become unconsciously just about, "I want you to like me?"
Cult Branding Secrets: Tools for Creating Loyal Customers
The cult made promises then didn't deliver, but my friends stayed. And that baffled me. Where does loyalty come from?
The Journey from Corporate Misfit to Creative Ad Writer
"Too colorful" to fit in at work, Jack began spotlighting the remarkable stories hidden in boring brands.
No Place Like Home Services Author Interview
Story. Culture. Experience. When we market a company and make promises to customers it's either a mirror or it's a fairy tale.
The Missing Element in Sales Training: Mastering Resilience
Optimistic salespeople sell 56% more, but how do they stay positive?
Unconditional Gifts: The Key to Influence – Part 2
In sales situations, most of these gifts don't cost any money and customers respond to them.
Unconditional Gifts: The Key to Influence – Part 1
When does the law of reciprocity backfire? When your "gift" isn't a gift.
The Psychology of Priming: Enhancing Sales Receptivity
Because words matter. But more importantly, their order matters.
Entrepreneurial Insights: Brian Tewes
Starting your own business can be brutal. Brian shares his war stories with advice for fellow entrepreneurs.
The “I Knew It All Along” Trap: Hindsight Bias In Business
If you were aware this was relevant to you then it wouldn't be a bias.
Mastering the Process: Inside the Mind of a High Achiever
Behind every high achiever is a system for success. Jay was new to sales and the ideal subject for my experiment.
The Contagious Power of Emotions in Sales
Brain science is very clear. This is an automatic and subconscious response that can work for you or against you.