What you can learn from the Magnificent Seven
Category : Weekly tips
March 30, 2016
This post is part of our Weekly Tips series. You know what it’s like, when you happily run into someone you haven’t…
Why it’s a problem that you know stuff
Category : Weekly tips
March 21, 2016
This post is part of our Weekly Tips series. I grew up professionally in a world where knowing stuff was paramount (IT…
How neuroscience proves that emotions trump data
Category : Weekly tips
March 14, 2016
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
Category : Weekly tips
March 7, 2016
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.
