How Buyers Decide – a lot like how you decided on book reports in high school!
It’s an interesting question, right? From the hundred books you could choose from, how did you decide? It’s an analogy Zendesk Sell rep Tommy Tushaus shared with me a few weeks ago. In the business world, buyers frequently face an oddly similar choice....
International Best-Seller, The Transparency Sale. But why?
I am soooo pleased and humbled to announce that The Transparency Sale is now an international best-seller. In last Friday’s Shanghai Daily, the book showed up in 5th place on their Business Books best-seller list. My first reaction was, “How did this...
Negative Feedback and “the 95”
Negative Feedback and “the 95” Fourteen years ago, my Dad taught me something that continues to stick with me regarding getting past negative feedback. We referred to it afterward as “the 95”. I had given a talk at a local Chicagoland event. I was a novice...
Proposals: Still subconsciously positioning as “too good to be true”?
(I couldn’t find the comic credit…so whomever did it, thank you! How do you feel when you’re buying something online – and the site has everything positioned as perfect with no reviews? How about a site that has reviews, but every single one is...