Inversion Selling https://validator.w3.org/feed/docs/rss2.html Blog Social Proof Gone Wrong: When Testimonials Backfire Three Deals This Week: What I Observed Testing Different Approaches The Volume Model Is Broken: What Predictable Revenue Got Wrong Why Your Demo Is Killing Your Deal The Pipeline Fiction We All Pretend Is Real The Endowment Effect: Why Buyers Overvalue What They Have Why Most Sales Books Sound the Same (And How I Almost Wrote One) Why the Best Sales Closes Happen When You Stop Talking 30 Years of Selling: The Boiler Room, The Bedroom, The Boardroom, and Everything I Had to Unlearn Writing This Is Keeping Me Sane. Here’s What I’m Working On. Why I’m Building a Sales Methodology for Buyer-Controlled Markets Home Cognitive Dissonance: Why Buyers Defend Bad Decisions Loss Aversion Explains So Much. Why Don’t We Use It? A Junior Sales Rep Asked Why His ‘Perfect’ Pitch Keeps Losing Building a B2B Sales Methodology: More Questions Than Answers Anchoring Bias: Why the First Number Wins Your CRM Is a Graveyard of Lies Fifteen Years of Notes. My Sales Methodology Book. The Outline Finally Makes Sense. The Architect’s Curse: When Proven Performers Stop Performing Why ‘Always Be Closing’ Is Killing Your Pipeline Two Years Ago I Started Organizing Thirty Years of Sales Notes. Today They’re Yours. I Think I’m Onto Something. But It Might Just Be Sleep Deprivation. The Peak-End Rule: Why Last Impressions Matter Most Late Night Rabbit Hole: Behavioral Economics and Sales Sitting in the Dark, Writing About Sales. This Is My Life Now. Chapter 1 Is Done. I Wrote About the Boiler Room I Told a Fortune 500 Exec “I Don’t Know” – And Closed the Biggest Deal of My Career Your Sales Methodology Is Older Than You Think What Happened When a CFO Told Me to Stop Selling The Sales Discovery Experiment: Fewer Questions, More Listening Why a Competitor Won Our Deal by Doing Less Why Activity Metrics Are Destroying Your Sales Team (A Rant) Reactance Theory: Why Buyers Push Back When You Push Forward Your Sales Playbook Was Built in 1988. The Buyer Has Moved On. Is SPIN Selling Dead? What Still Works (And What Doesn’t) The Challenger Sale Isn’t Working Anymore. Here’s Why. Cold Email Reply Rates Have Collapsed to 5.8%. Here’s What the Data Shows. Why Buyers Ghost You After “Great” Calls The Nobel Prize Research That Explains Why Your ROI Pitch Doesn’t Work Jack Brehm and the Science of Why Pushing Harder Makes Buyers Run The Spilled Coffee Experiment That Explains Why Admitting Weakness Wins Deals What Robert Cialdini Got Right About Influence (And What He Missed) You Have 100 Milliseconds: The Princeton Research on First Impressions Antonio Damasio and Why “Rational” Buyers Are a Myth What an FBI Hostage Negotiator Taught Me About Sales Objections Richard Thaler and Why “No Decision” Keeps Beating You Loss Aversion: Why ‘What You’ll Gain’ Doesn’t Work Why I’m Starting This Blog (And What I’m Trying to Figure Out)