What you can learn from the Magnificent Seven
This post is part of our Weekly Tips series.
You know what it’s like, when you happily run into someone you haven’t seen in a while? I saw a guy named John Dunn recently and it was like that.
Why it’s a problem that you know stuff
This post is part of our Weekly Tips series.
I grew up professionally in a world where knowing stuff was paramount (IT consulting) and I continue to live in a world where the same is true (professional services).
How neuroscience proves that emotions trump data
This post is part of our Weekly Tips series.
It’s not new to any of us that decision-making—others’ or our own—isn’t the rational, logical process we all so desperately wish. “People buy with their hearts and rationalize with their heads” is an age-old sales adage.
How people *really* buy
This post is part of our Weekly Tips series.
I owe this tip to my co-author, Charlie Green, and the great thinking he’s done on how buyers actually buy professional services.