Why selling is more like dancing than wrestling.

What value-based selling looks like.

Why lying in sales (and in life) is bad for your health.

Why persuasion backfires and what to do instead.

Bombing in sales can ruin your day or energize you. Here's how to be energized by sales bombs.

I always enjoy chatting sales with wicket-smart human Sam McKenna.

Why prospects put up resistance when you try to persuade. And what to do instead.

This is my favorite first question to ask an inbound lead. Here's why.

A prospect interrupts the demo and asks for pricing. What do you do?

Here's why you're repelling prospects and what to do instead.