As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow introduce our solution to enable them to understand how our solutions will fix their problem.
Unfortunately, we fail to close over 90% of the time (from first contact) regardless of how well their need matches our solution. And it’s not because of our solutions, our presentations/pitches, or our professionalism. It’s because the…

Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why…

Curiosity is a good thing, right? But what is it? Wikipedia defines curiosity thus: a quality related to inquisitive thinking such as exploration,

Do you attempt to follow up with prospective buyers because they haven’t contacted you when you thought they should? Do you know what is stopping them from contacting you?

When you’re conversing with a prospect, a teenager, or a team member, how does your brain choose…

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model I developed for use in sales, coaching, and …