Getting Ghosted? Blame Yourself
Let’s talk about one of the most irritating, soul-sucking trends in business today: getting ghosted. You know the drill — someone promises to[…]
What Game are You Playing with your Career?
For years, I thought I was winning. Then I realized I had been playing the wrong game.
Using a Judo Strategy to Drive New Business
If you’ve built your business on word of mouth and referrals, why are you asking your salespeople to find business by making prospecting[…]
The Value of a “Devil’s Advocate
The concept of a “Devil’s Advocate” was created in 1587 by the Catholic Church. This role was filled by a canon lawyer, whose[…]
The Brown M&M Test
The rock group Van Halen was roundly criticized for extravagant demands and requirements sent to concert halls in their performance contract. The musicians were[…]
The Dumbification of American Sales:
When interviewing sales candidates, I used to ask “what sales education programs have you taken?” Later, it was “what sales books have you[…]
Five Chimps Theory
The Five Chimps Theory was popularized by author / entrepreneur Naval Ravikant. According to this theory, you can predict the mood and behavior[…]
My Favorite Sales McNuggets
This idea letter is about as nutritious as your Super Bowl buffet. Light, fluffy, and fattening. Here are some of my favorite truth[…]
The Hour Between Dog and Wolf
New technologies are transforming our life and work. Are they really a good thing? Are there dangerous consequences? Yes, in ways you might[…]