by | May 6, 2026 | Relating to The Buyer, The Buyer's Mind, The Seller's Mind
Many look down on mimicry as fake or deserving of rebuke. We have terms in our culture, colloquially used, like poser, which assign a very low level of respect to those who imitate others, or act in ways that are perceived to be copied from others’ actions. And yet,...
by | Apr 22, 2026 | Book of Business Management, Forecasting, Organizational Structure, The Seller's Mind
We have all come across sellers whose optimism is nauseating. They are always about to close the biggest sale yet. They project monster deals, and they consistently talk about how they will “crush their number”. Sometimes they do, and sometimes they don’t but the...
by | Apr 3, 2025 | Mindset, Sales Organizations, The Seller's Mind
We have all come across sellers whose optimism is nauseating. They are always about to close the biggest deal yet. They project monster numbers, and they consistently talk about how they will “crush their number”. Sometimes they do, and sometimes they don’t but the...
by | Mar 21, 2025 | Sales Organizations, Sales Team Dynamics, The Seller's Mind
I’ve mentioned my nerdy infatuation with the reality shows Survivor and Big Brother in the past, and I’d like to provide another reference related to those shows to help contextualize this post. Specifically, we can learn a lot about organizational dynamics, and power...
by | Feb 20, 2025 | Mindset, Outreach, The Seller's Mind
We finished last weeks post talking about resilience and routine, so let’s put some more meat behind that conversation. I want to be clear here, picking up a phone book and dialing random people is not the answer. Obviously that is hyperbolic, but when I talk about...
by | Aug 9, 2024 | Mindset, Sales Learning, The Seller's Mind
Although there is much dogma and supposedly common-sense knowledge floating around about what makes a good seller, the actual answer to the question is predictably more nuanced than the dogma, and also, at odds with much of the dogma. As with many things in life, what...
