Mastering First Principles in Sales: Transform Your Approach
Principle 1: Don't try to convince the customer to think and feel like you do.
Hypnagogic State: The Secret to Boosting Your Creative Thinking
Edison and Dali used this long before science explained it.
How Pixar’s Culture Drives Financial Success
Their movies net half a billion dollars each. Can we learn what makes them special?
Unexpected Sales Lessons from a Master Bartender
If you master connection then nobody is buying off the right-hand side of the menu.
How to Handle Bad News in Business
Just because your door is open, doesn't mean you're approachable.
The Art of Storytelling and Whiskey Tasting with Paul Boomer
The way you share things and the settings that you provide make all the difference.
Mastering the Art of Sales: Substance or Style?
One client didn't want me back because my backup wore nicer shoes.
Time Management for Sales Success: Feed the Ducks Wisely
There are days when you're not going to want to do work. And that's okay.
Quality vs. Price: Why Paying Too Little Can Cost You Everything
You can't apologize for your price. There's a good reason for it.
Sales Success Secrets: How Being the “Dumbest” Person in the Room Wins
People hear "dumbest" as a negative, when it's actually the most curious.
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?