Watch Out: The Other Side of Delighters

Last week, we talked about how "delighters", those little extra touches, can make all the difference in sales. There’s just a few things...

Kentucky Fried Coincidence

As Nobel Prize-winning behavioral economist Daniel Kahneman says, frequently we underestimate the role of luck in our successes. To...

A Tall Glass of Humility

We all know the story of the New Coke debacle—or at least, we think we do. It’s one of the most notorious corporate blunders of the last...

What's Your Sales Mindset?

When you look at the selling masters out there, the people who make sales look effortless, are you encouraged? (“Maybe with hard work,...

The New Sales ABCs

In To Sell is Human, writer Daniel Pink makes a bold declaration: regardless of our official job title, the majority of us are in sales....

The Ostrich Effect

First things first: despite any cartoons you might’ve seen, ostriches don’t try to hide from danger by burying their heads in the sand....

Why Stress Makes Gamblers of Us All

Chronic stress: it’s not just bad for your stress ball budget. Left untreated, persistent stress can create a whole host of problems in...

Sleeping on the Job

For most of us, the thought of getting caught sleeping at our desks is stressful enough to send our brains a zippy little wake-up shot of...

The Pygmalion Problem

Just how much is your performance shaped by the way your boss talks to you? To what extent are our behaviors, attitudes, and identities...

The Three Things Every Leader Needs

What is a leader? The simplest and perhaps most literal definition is “someone with followers.” But the presence of followers alone...

Bottling Habit

Last year, Americans used and discarded about 50 billion plastic water bottles. The recycling rate on those bottles is about 23%, meaning...

The Goldilocks Rule of Sales

The idea of a life in sales can have a greasy connotation, summoning the mental image of a slick insurance or car salesman pitching you...