The Physics
Jack Brehm and the Science of Why Pushing Harder Makes Buyers Run
"When a person feels their freedom of choice is threatened, they will instinctively push back to regain control. Every 'hard…
69 Articles
Field Notes
What Happened When a CFO Told Me to Stop Selling
"He said 'Stop selling me.' Every instinct screamed to recover, to pivot, to salvage. Instead, I stopped. And everything changed."
The Physics
Reactance Theory: Why Buyers Push Back When You Push Forward
"The moment you try to take away someone's freedom to choose, they will fight to restore it - even if…
What's Broken
Why Activity Metrics Are Destroying Your Sales Team (A Rant)
"We've built an entire industry around measuring the things that are easiest to count instead of the things that actually…
Field Notes
Why a Competitor Won Our Deal by Doing Less
"We had more demos, more calls, more touches, more everything. And we lost. The competitor who won had half our…
The Inversion
Sitting in the Dark, Writing About Sales. This Is My Life Now.
"From the outside, it probably looks like obsession. From the inside, it feels like purpose."
The Physics
Loss Aversion: The 2.5x Multiplier Nobody Uses
"Every day you pitch gains while your competitor helps the buyer feel their losses, you're fighting with 40% of the…
The Inversion
I Think I’m Onto Something. But It Might Just Be Sleep Deprivation.
"What if I'm just a tired guy in his forties, going through a life transition, seeing patterns that aren't there…
Field Notes
Tested ‘Pulling Back’ on a Stalled Deal. It Worked.
"I did the opposite of everything I'd been trained to do. And the deal came back to life."
The Physics
The Nobel Prize Research That Explains Why Your ROI Pitch Doesn’t Work
"Losses loom larger than gains. A $100 loss hurts about 2.5 times more than a $100 gain feels good. This…