The Physics
The Peak-End Rule: Why Last Impressions Matter Most
"Your buyer doesn't remember the entire sales cycle. They remember the worst moment and the last moment. For most deals,…
69 Articles
What's Broken
Why ‘Always Be Closing’ Is Killing Your Pipeline
"The sales profession took a cautionary tale about toxic manipulation and turned it into a motivational poster."
Field Notes
Overheard a Sales Manager Say ‘Push Harder.’ Watching What Happens.
"Push harder. That's the answer to everything, apparently. I decided to watch what actually happens when a team takes that…
The Physics
Cognitive Dissonance: Why Buyers Defend Bad Decisions
"The moment a buyer says 'no,' their brain starts building the case for why 'no' was the right answer."
Field Notes
Why the Best Sales Closes Happen When You Stop Talking
"I didn't close him. He closed himself. He built the case, ran the numbers, and talked himself into it while…
The Inversion
Why Most Sales Books Sound the Same (And How I Almost Wrote One)
"I was writing a sales book. Another one. The kind I've read a hundred times and never finished. That's not…
The Physics
The Endowment Effect: Why Buyers Overvalue What They Have
"Your buyer's crappy legacy system isn't just familiar. It's theirs. And that ownership makes them value it far more than…
What's Broken
The Pipeline Fiction We All Pretend Is Real
"Your pipeline doesn't measure buyer intent. It measures seller activity. And we've been confusing the two for decades."
Field Notes
The Sales Discovery Experiment: Fewer Questions, More Listening
"I asked half the questions I normally ask. I got twice the information. Something is very wrong with how we're…
What's Broken
Why Your Demo Is Killing Your Deal
"The moment you start your demo, you've stopped selling. You've become a performer hoping for applause instead of a diagnostician…