What's Broken
Why Do Buyers Say Yes and Then Disappear?
"They said yes. They sounded excited. And then... nothing. What the hell happened?"
69 Articles
The Physics
Prospect Theory for Salespeople: A First Attempt
"Buyers don't evaluate your offer in a vacuum. They evaluate it against a reference point. And we've been ignoring that…
The Inversion
Late Night Rabbit Hole: Behavioral Economics and Sales
"There's an entire field of science dedicated to understanding how humans actually make decisions. And sales has been ignoring it…
Field Notes
Two Deals, Same Product, Opposite Outcomes. Why?
"Same product. Same price. Same market. One closed in three weeks. One died after four months. The only difference was…
The Physics
I Found a Psychology Paper That Might Explain Everything
"Losses loom larger than gains. Two psychologists proved it forty years ago. And somehow the entire sales industry missed it."
Field Notes
A Rep Told Me ‘You’re Different.’ I Asked What He Meant.
"You don't push. Everyone else pushes. You just... don't."
The Inversion
Writing This Is Keeping Me Sane. Here’s What I’m Working On.
"When everything else is chaos, the work becomes the anchor. The question becomes the calm."
The Inversion
Some People Just Have ‘It.’ I’ve Spent 30 Years Trying to Understand Why.
"They didn't demand attention. They didn't work the room. They just... had it. And everyone around them felt it. I've…
What's Broken
I’ve Made 53,000 Cold Calls. Here’s What I Learned.
"I learned how to push harder than anyone. What I didn't learn was that pushing was the problem."
The Physics
Why Do We Resist When Someone Pushes? The Psychology Behind Buyer Resistance
"There has to be a name for this. Someone smarter than me has to have studied why humans push back…