The Micro-Yes Method

The Micro-Yes Method

The Micro-Yes Method: Build Trust Before the Pitch (II) How small psychological wins open big B2B doors   Big sales rarely start with big asks. The best B2B closers guide buyers through a series of “micro-yeses” before the pitch. Learn how to...
The Status Quo Bias

The Status Quo Bias

The Status Quo Bias: How to Overcome Buyer Inertia in B2B Sales (III) Why your deal is stuck and what to do about it   Most B2B deals don’t die because of objections they die from indecision. Status quo bias makes prospects stick with what they know, even...
The New Sales Approach

The New Sales Approach

You Don’t Have to Be Hunters to Close New Business In today’s fast-paced and competitive business landscape, sales teams are under more pressure than ever to generate new business. The old-school, traditional sales approach—relying on individuals with a “hunter...
The Missing Link in Your Sales Strategy

The Missing Link in Your Sales Strategy

The Missing Link in Your Sales Strategy: How to Set Appointments with New Clients, Without Cold Calling A few months ago, I had a conversation with a friend who works in sales. He has been in the game for over 15 years and has witnessed all the changes in how sales...
Cognitive Biases: The Hidden Filters Shaping Our Choices

Cognitive Biases: The Hidden Filters Shaping Our Choices

Cognitive Biases: The Hidden Filters Shaping Our Choices Every day, we make countless decisions, big and small. From choosing what to wear to determining business strategies, we believe these choices are grounded in logic and reason. However, our decisions are shaped...
Work Less, Achieve More: The Business Value of Creative Breaks

Work Less, Achieve More: The Business Value of Creative Breaks

Work Less, Achieve More: The Business Value of Creative Breaks As a consultant, I’m always interested in giving results-oriented advice. One of the most overlooked strategies for success I see in entrepreneurs is the need for more personal time spent on...