Presentation Slide Science: Why Text On Slides Does NOT Work
Presentation Slide Science: Why Text On Slides Does NOT Work Imagine for a moment, that you’re reading an article. You’re entranced…it’s captured your attention, and you want to get through it. But, as you’re reading, someone starts talking to you. They didn’t...
Have We Over-Indexed on “Connection” at Work? Time for Stage 3.
Could we be over-indexing on “Connection” at work? As I’m researching for my next book, focused on transparent sales leadership, something jumped out at me that can’t wait until the book comes out. Every sales leader tells me they’re focusing on ensuring their teams...
Sales Negotiation: The Fallacy of Your Compensation
Sales Negotiation: The Fallacy of Your Compensation Your compensation plan shouldn’t define what you give in a negotiation – because doing so is a fast path to slowing down your deal, eroding its value, and eroding the confidence a buyer has in your...
“Remote” Buyer Bias: The journey is as important than the reward.
Decisions are subconsciously biased by the cost & effort to act. That, my friends, is really important to understand, especially today. I read a lot of research. It’s my thing. I’d rather read the research itself than read a book, because I enjoy coming to my own...