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How to tell your story
I’ve never thought of myself as a great salesman. But a few months ago, two friends asked me...
This is how you lose a sale in under 24 hours
A few weeks ago, a salesman from an AI lead generation company cold-called me. I told him I...
Set clear boundaries, before it’s too late
A few years ago, a friend and I kept trying to make plans. I canceled several times –...
19 lessons on authentic sales
I just wrapped up ten-week series exploring a different approach to selling. During our last session, each attendee...
Don’t use force & keep your commitments
The following is an expert from my 2017 book Responsive: What It Takes To Create a Thriving Organization...
Why we hate selling
Even though sales and persuasion are essential skills, most of us would rather never try than use force,...
Some reflections on turning 39
Inspired by Ryan Holiday, I’ve made a practice of listing a few things I’ve learned over last year...
Salesperson as therapist
Over the last few weeks, I’ve been teaching a workshop about sales. We get together on Zoom for...
How Pixar Thinks About Stories (Hint: It’s Four Frames)
I had a call recently with Bobby Podesta, a 20-year veteran animator at Pixar. The call was supposed...
The utility of taste
I was on a call with a client recently and found myself saying that the human desire to...
The AI Apocalypse
My AI avatar logs into Zoom to chat with your AI avatar. Sounds great – fewer meetings! But...
Getting back to basics
Over the last few months, I’ve fallen out of my routines. Since my former roommate had a mental...