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 7, 2026 | Closing, Relating to The Buyer, The Buyer's Mind
Lets talk about neuromarketing and its implications for sellers. Sounds nerdy, and technical, or maybe a bit pseudo-sciency, I know. But, the field of neuromarketing has done extensive work on the mindset of buyers and how they perceive and make decisions regarding ad...
by | Mar 19, 2026 | Organizational Structure, Sales Leadership, Sales Organizations, Sales Team Dynamics
I once had the opportunity to work with a guy named Rob. Well, I didn’t really work with him so much as watch him dance circles around me and the entire rest of our sales team. He wasn’t naturally charming or handsome, and he wasn’t particularly intelligent or a force...
by | Mar 5, 2026 | Organizational Structure, Sales Organizations, Sales Team Dynamics, Selling with AI
The conversation around AI that is dominating news and social media is all about how many of our jobs can already be done by AI. We see posts and articles about the increased power of AI its ability to do most white collar jobs. The only question is how quickly will...
by | Feb 19, 2026 | Organizational Structure, Sales Leadership, Sales Organizations
We exist in the era of the buyer. Never before have buyers had so much access to information. While an abundance of data can lead to information overload, savvy, investigative buyers can now independently research the details they once relied on sellers to provide in...
