The Physics
You Have 100 Milliseconds: The Princeton Research on First Impressions
"Buyers decide whether you're credible in one-tenth of a second. That's not enough time to say a word. They're reading…
69 Articles
The Physics
What Robert Cialdini Got Right About Influence (And What He Missed)
"Cialdini documented how humans are influenced. But documenting influence and wielding it ethically in complex B2B sales are different problems."
The Physics
Social Proof Gone Wrong: When Testimonials Backfire
"The same psychological principle that makes testimonials powerful also makes them suspect. Sophisticated buyers know they're being influenced - and…
What's Broken
Your CRM Is a Graveyard of Lies
"Every Monday, sales leaders stare at dashboards filled with confident probabilities - 60%, 75%, 90% - that bear no relationship…
The Physics
The Spilled Coffee Experiment That Explains Why Admitting Weakness Wins Deals
"Competent people who admit a flaw become more likable and trustworthy, not less. The perfection we're trained to project is…
Field Notes
Three Deals This Week: What I Observed Testing Different Approaches
"The deal where I talked the least closed the fastest. Coincidence? I'm not so sure anymore."
The Physics
Anchoring Bias: Why the First Number Wins
"The first number spoken in any negotiation doesn't just influence the outcome - it defines the gravitational field in which…
The Inversion
Building a B2B Sales Methodology: More Questions Than Answers
"Every answer I find cracks open three more questions. I'm starting to think that's not a bug - it's the…
Field Notes
A Junior Sales Rep Asked Why His ‘Perfect’ Pitch Keeps Losing
"He did everything right. That was the problem."
The Inversion
Loss Aversion Explains So Much. Why Don’t We Use It?
"We have fifty years of research proving humans are twice as motivated by avoiding loss as achieving gain. And we…