Writing This Is Keeping Me Sane. Here’s What I’m Working On.

It’s the last day of February. I’ve been writing this blog for about seven weeks now.

What started as late-night rambling has turned into something else. A project. An obsession, maybe. The thing I think about when I can’t sleep, which is most nights.

I want to share where my head is at. What I’m working on. Not because I have answers – I don’t – but because writing it down forces me to figure out what I actually think.

Why This Matters Right Now

My personal life is still a construction zone. I’m not going to pretend otherwise.

But here’s what I’ve discovered: when everything else is chaos, the work becomes the anchor. The question becomes the calm.

I can’t control what’s happening in my personal life right now. But I can control this. I can read another paper. Write another post. Push the idea forward another inch.

Some people go to therapy. Some people go to the gym. I’m writing about sales psychology at 2 AM.

Whatever works.

The Threads I’m Pulling

Here’s what I’m working through right now. None of this is fully formed. It’s messy. But I want to show the work in progress.

Thread 1: The inverse relationship. My 3 AM theory that seller effort and buyer engagement might be inversely related. The harder we push, the harder they resist. I keep finding evidence for this everywhere I look.

Thread 2: Loss aversion. I’ve been reading Kahneman and Tversky. Their research shows that people feel losses about 2.5 times more intensely than equivalent gains. Every sales pitch focuses on gains. What if that’s exactly backwards?

Thread 3: Reactance. That’s the psychology term for what happens when people feel their autonomy is threatened. They push back – even against things they wanted. Every sales “technique” might be triggering this.

Thread 4: The buyer’s journey has changed. They’re 70-80% done before they talk to us. We’re still selling like it’s 1995 and we control the information. We don’t.

These threads feel connected. I just haven’t figured out exactly how yet.

Why I’m Sharing the Mess

I could wait until I have this figured out. Package it up nice and clean. Present it like I knew what I was doing all along.

But that’s not how ideas actually develop. And honestly, I don’t think that’s what people need.

If you’re reading this, you’re probably in sales. You’ve probably felt the same thing I’m feeling – that the old playbook isn’t working like it used to, and nobody’s talking about why.

So I’m sharing the mess. The half-formed thoughts. The 2 AM rabbit holes. The threads that might lead somewhere or might be dead ends.

Because that’s how you actually figure things out. In public. One post at a time.

More soon.