The Paradoxes of Sales
Near as I can figure, there are three kinds of paradoxes. First is the kind of card trick or three card Monty type of paradox. They look like there is…
Why Pinning the Credit Matters: The Principles Behind the Practice
We often talk about pinnng the blame, what if instead we pinned the credit more often?
The Answer Trap: When Solutions Become the Problem
You've graduated from Question Obsession 101. You've learned not to pepper clients with endless questions or craft that perfect "Keystone Arch Question" expecting miracles. You're focusing on relationships, creating insights,…
Question Obsession: The Silent Sales Killer
Have you counted how many questions you ask in your typical client meeting? Do you find yourself carefully crafting the "perfect" question sequence before every sales call? Are your meeting…
Is Trust Taught, or Is Trust Caught?
There’s no denying that trust is a critical differentiator for success. Companies with high-trust cultures outperform their peers in productivity, innovation, and employee retention. Yet despite significant investments in ethics…
Trust and Return to Office | Part III: A Guide for Employees
In part 1 of this blog series, we refocused the return to office debate on finding common ground, founded on common goals. In part 2, we looked at what employers…
Trust and Return to Office | Part II: The Employer’s Role
In part 1 of this blog series, we reframed the Return to Office (RTO) debate from a highly polarized, all-or-nothing conflict between employers and employees to an exercise in finding common…
Trust and Return to Office | Part I Reframing the Debate
After a prolonged period of remote work, many employers are now asking – or demanding – that employees return to the office. On January 1, 2025, Axios reported that 32%…
The Truth about Multitasking
In today's fast-paced work environment, multitasking has become a badge of honor. We pride ourselves on juggling multiple projects, responding to emails during meetings, and switching between tasks with lightning…
The Truth about Sales Rejection: It’s Not about You
According to a recent Braintrust study on B2B selling, only 33% of sales reps consistently hit their targets. Whether that data point reflects inaccurate goalsetting or a need for upskilling,…