November 23, 2020
Finding Meaning Even When it’s Hard
In his 2017 book Finding Meaning in an Imperfect World, philosopher Iddo Landau says "people are mistaken when they feel their lives are meaningless
Sell Your Heart Out Blog
Accelerate sales with the new science of selling.
Sell Your Heart Out Blog
November 13, 2020
What will they say about you?
In his book Character, David Brooks discusses the difference between resume virtues and eulogy virtues. “Resume virtues,” Brooks reminds us, “are those skills you bring to the marketplace—qualities like drive, competition, and gregariousness. Eulogy virtues, on the other hand
October 21, 2020
The Fortune is in the Follow Up
Several years back, I began talking with a customer who at first appeared to be my dream client. We met with Jason, the founder and CEO, two or three times by phone and the fourth time for lunch. He asked me to talk with two
October 7, 2020
in Productivity
Resist the Sales Rabbit Hole
Last year, I had the good fortune to see the premiere of producer Jeff Orlowski's documentary, The Social Dilemma, in person at the Sundance Film Festival. The documentary shows how technology companies encourage us to spend more time on their platforms by creating algorithms
September 24, 2020
The Most Overlooked Step in Virtual (or Face to Face) Selling
When I first started in sales, one day I thought I had done an amazing Discovery. I told my boss about it. "It was amazing", I said
August 13, 2020
5 Proven Keys To Keep Any Prospect’s Attention and Crush Your Next Presentation
“Are we there yet?” Sorry to break it to you, but that’s what your customers are thinking in 87 percent of all virtual sales conversations.
August 6, 2020
No Shows Killing Your Virtual Sales?
By now, we’ve all probably had our share of disastrous zoom calls. A few weeks back, I revealed my own epic fail
June 29, 2020
How To Lose A Year’s Worth Of Business (And Why You Should Try It)
Just as many around the world were feeling the impacts of impending shutdowns, my business was rocked with a major shift. Within the first weeks of the pandemic, a year’s worth of live keynote speeches and seminars were suddenly canceled. Like an earthquake, the reality
June 4, 2020
Two Free Resources For You
If you’re anything like me, over the last couple of months in quarantine, you’ve probably felt a little “chaotic”, working through your to-do list while (attempting) to juggle working from home, and even caring for kids (phew!).
May 28, 2020
How to Create Spellbinding Connections in a Time of Uncertainty
You have enormous potential to recreate yourself. When you listen to those with opposing views, cultivate the courage to examine your own, and dare to extend yourself, you’ll create the right kind of magic.
