If you were going skydiving, one of the details you’d be most focused on was whether the parachute was properly packed. After all, the main goal in skydiving is landing…
In his wonderful book, “And If You Play Golf, You Are My Friend,” Harvey Penick provides a powerful lesson for sales people and deal makers. This is my summary: A…
I am spending this week in Kuala Lumpur, my first time back since I closed a deal here in 2011 with one of the country’s technology providers. Malaysia is a…
If you were going skydiving, one of the details you’d be most focused on was whether the parachute was properly packed. After all, the main goal in skydiving is landing…
In his wonderful book, “And If You Play Golf, You Are My Friend,” Harvey Penick provides a powerful lesson for sales people and deal makers. This is my summary: A…
I am spending this week in Kuala Lumpur, my first time back since I closed a deal here in 2011 with one of the country’s technology providers. Malaysia is a…
In 1943, in the midst of the Second World War, General Matthew Ridgway went toe-to-toe with then-General Dwight Eisenhower to oppose Giant II, a planned military operation. Ridgway believed the…
The sales landscape is densely littered with unclaimed tails. These tails are the ones that the salesperson assures their management will come as a result of making a pricing concession…
Nice people get a bad rap. Our cultural nature is to label as much of our world as we can in order to make it easier to navigate. We have…
We’re often told not to make snap decisions or judge people too soon. But no one has told our brains that. Studies have shown that people will assess your personality,…
During a recent presentation on negotiation, a co-presenter shared a story about an executive he had worked with who, despite evidence to the contrary, claimed to be a great negotiator.…
Imagine you’re lying on an operating table as the surgeon comes into the room. The surgeon looks around and says, “Hey, has anyone ever done this before?” You’d probably jump…