2024
April 2024: It’s Alive! Or is it?
February 2024: META Sales: Most Effective Tactics Available
January 2024: The Myth of the Quick Tip
2023
December 2023: Take “The Road Less Stupid” in 2024
November 2023: Wanted: A Brain, a Plan and a Clue
March 2023: Use “The Liking Principle” to Present Pricing
2022
December 2022: Verbal Ping Pong
October 2022: Are you Bicycling or Golfing your Career?
July 2022: Three Surprising Truths About Tech Compensation
March 2022: A Better Answer to the Question…
January 2022: Let’s Give Thanks to the Wolf
2021
December 2021: Motivate your Team with Dopamine McNuggets
November 2021: When Opposing Ideas are Both True
October 2021: Halloween Stories for Sales
July 2021: Turning Tools into Weapons
May 2021: Surprising Ways to Spark Customer Conversations
February 2021: The Mis-Measurement of Sales
2020
November 2020: Going Up the Down Escalator
September 202: Once Upon a Time… in Sales
June 2020: Three Ways to Handle Sticker Shock
May 2020: If it isn’t True, it Should be
January 2020: Hacks and Quacks
2019
November 2019: Drill Sergeant Attitude on Sales
August 2019: Wrong Question - Right Question
June 2019: Two Ways to Get Through a Boring Meeting
April 2019: Evolution of Sales: Three Hot Takes
February 2019: Incremental and Exponential Growth
January 2019: Commission: Impossible
2018
October 2018: Three Paradoxes in Sales
August 2018: Now, How Much Would You Pay?
July 2018: Superpower & Kryptonite
May 2018: House Boats and Swiss Army Knives
April 2018: Snappy Answers to Stupid Interview Questions V2
March 2018: The Art of the War Story
January 2018: Bad Decisions Make Great Stories
2017
November 2017: The “Secret” of Sales Development
August 2017: 7 Game-Changing Ideas to Win New Business
August 2017: Influence: Water You Doing?
April 2017: Moving Up the Down Escalator
February 2017: Value: Avoiding the Race to the Bottom
January 2017: Creating Customer Urgency
2016
November 2016: Openers vs Closers
September 2016: Introducing New, Improved Sizzle!
May 2016: Landers and Expanders
March 2016: Salespeople Should Never Use These Words
February 2016: Your Most Persuasive Selling Tool
2015
December 2015: My Favorite Sales Joke
September 2015: Weapons of Mass Confusion
July 2015: Earning What You are Worth?
April 2015: Recruiting: Feeling Like a Hamster in a Wheel
February 2015: Sell the Coke Machine, not the Coke
January 2015: The Future is Clown Computing
2014
December 2014: Old and New Sales Terms
September 2014: Continuum Navigate
September 2014: Your Sales Future is in the Cards
July 2014: Knuckle-Dragging Salespeople
May 2014: Complisults and Customer-eze
April 2014: Designed by Geniuses - Run by Idiots
March 2014: Famous Last Words: Sales Edition
February 2014: The New MacFryCoke
January 2014: Snappy Answers to Stupid Interview Questions
2013
December 2013: ‘Tis the Season… for New Comp Plans
October 2013: House Boats and Swiss Army Knives
September 2013: Whack-a-Mole Management
August 2013: Sharks, Killers & Rock Stars
July 2013: How to Write a Terrible Recruiting Ad