by | Jan 21, 2026 | Negotiation, Power Dynamics, Value Selling
Many economic theorists and thinkers spend their life working on marketplace design and trying to understand the most efficient ways to design markets. What they focus on, for the most part, is maximizing the utility. The interesting thing about this is that only a...
by | Aug 21, 2025 | Power Dynamics, Social Proof, Value Selling
The concept of social proof is talked about quite a bit by sellers, marketers, sales coaches, and executives. We all have a basic understanding of what it is, but we don’t often spend enough time reflecting on how to execute on it in a way that is influential with our...
by | Jan 10, 2025 | Discovery, The Buyer's Mind, Value Selling
As you might imagine if you have read my past posts, I want to start the budget chapter by considering what the buyer is thinking about when a seller asks them for their budget. When most sellers ask for a budget, they ask it as one of a long string of questions that...
by | Dec 6, 2024 | Discovery, Preparing To Win, Value Selling
I have spent the past couple of posts talking about discovery, but we have not talked much about what makes a good discovery question, and why. Last post we discussed Neil Rackham’s SPIN Selling and the four questions that you can use to progress through a...
by | Sep 27, 2024 | Closing, The Buyer's Mind, Value Selling
I’d like to start with an almost certainly apocryphal story about one of the first people to invent a pocket sized electronic calculator, and his visit to an accounting convention. The truth of the existence of the story is much less important than the takeaway from...
