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Anxiety, Luck & Performance: There’s Power in Your Mind-State
Do you view yourself as lucky? Unlucky? How are the events of 2020 influencing that self-diagnosis? I never used to be a "power of positive thinking" type of person - but I think I've found some reason to be. The research couldn't be a total coincidence around it, and...
Empathy in Sales – Not to be confused with Sympathy
People llllooooovvvveee to talk about empathy in sales. Especially now! The topic of countless articles and podcast mentions. Empathy is the undisputed champion ability of top performers, right? But what is "empathy" really? If it's so important, why does it appear...
Writing A Book – The Learning Curve (eBook Now Available – Proceeds to Charity)
It was early 2017, and I had a revelation: Transparency sells better than perfection. It's why reviews, and namely negative reviews, help a product sell more when a website is acting as the salesperson. The same effect should work in the human-to-human,...
The History of Sales – Told 101 Years Ago
I read a lot of sales books - but not the ones you are probably thinking about; The sales books I read are 75-150 years old. I’m an addict. My collection is now up to twenty-nine such books (1879-1969), with most between 1909-1925. Plus, I have digital collections of...
Trust: The Accelerant Coin In The Game of Sales
Over the weekend, I was sitting on the couch, catching up on my reading while my kids were playing the Nintendo Switch. I got to thinking...one of the things that makes the selling profession so much fun is how every engagement is a little different, and it’s like a...
Zoom Fatigue: Nine Curated Explanations
Do you want to impress your friends with your knowledge of Zoom fatigue? I did the homework for you... Is Zoom fatigue real? Well, everyone has an opinion on it. I've seen explanations here and there through my reading of behavioral and decision science research,...
Lucinda W. Prince – THE Pioneer for Women in Sales
Who pioneered the sales profession for women? Lucinda W. Prince. Do a Google search for Lucinda W. Prince, and you won’t find anything. However, in my sales history research, I've found one of the most fascinating sales figures who drove the profession in the early...
In sales, if you’re gonna lose, lose fast: Why we don’t
You know how this story ends. Is there anyone out there who believes that losing slowly is the best policy? 😧 “I would prefer to work an entire sales cycle before finding out that we’ve lost...versus finding out at the beginning. Working entire sales cycles are great...
Confessions of a Former Cold-Calling Expert
Today, when someone reaches out looking for sales prospecting workshops, I can't say "no" fast enough...then I refer those opportunities to others. However, the answer was quite the opposite 15 years ago. From 2003-2006, I was one of the experts in the field of cold...
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