Gartner came out with a study last year revealing that a buyer spends 61% of their purchase process time doing research outside of the 39% of their time spent with you, your competitors or their internal buying groups. That's our fault as sellers. A substantial...

Why do we teach a massive erosion of trust at the end of our sales cycles - aka "negotiation"? Here's the explanation of a simple framework to help you negotiate with your cards face up instead of treating negotiations like a poker game. Here's my recent article in...

As an example of mastering something - I taught myself to ride a unicycle. It's how I feel about just about anything - if someone like me can do something, why not me? In sales, I went all in, too. Here's a fun video my step-daughter captured as proof 🙂