Reciprocity is a cornerstone of human interaction, deeply embedded in both brain chemistry and social dynamics. At its essence,...

Sales opportunity heat maps are a powerful tool, providing sales leaders and sellers with a visual overview of their pipeline health....

The concept of the "elevator pitch" is simple: Deliver a clear, concise, and impactful summary of who you are, what you do, and why it...

As people's attention span reduces and customer expectations expand, the mantra “be interested, not just interesting” has never been more...

In B2B sales, handling objections and rejections is part of the game, but nothing can be more frustrating than the classic client...

The pace of a business development conversation can significantly impact its success. Conversations that move too quickly or too slowly...

Transitioning from a top-performing seller to a sales manager is a momentous step in any sales professional’s career. While your track...

In the fast-paced world of B2B sales, accountability plays a crucial role in driving successful outcomes. Yet, many sales professionals...

Building strong relationships with prospects and clients is the cornerstone of business success. However, many sellers and client-facing...

Understanding the brain science behind ingroup and outgroup dynamics can be a game-changer in life in general but especially in B2B sales....

We sales leaders and managers play a pivotal role in fostering accountability within our teams. However, despite our best intentions, we...

Effective sales coaching is more than just giving directives—it's about understanding how the brain works and using that knowledge to...

At its core, accountability is about taking responsibility for one's actions and outcomes. In the brain, this concept is closely tied to...

When it comes to motivation and behavior change, financial incentives or punishments—often referred to as "carrots and sticks"—have long...

Sales coaching, much like the partnership dynamics of doubles tennis, is most successful when communication with the coachee is tailored...

If you are in professional services, chances are, your firm's commercial success in 2024 will rely on how rigorously and effectively your...

Shadowing is a powerful tool in sales onboarding, yet its effectiveness can be significantly enhanced by leveraging brain-based...

In business development, it's crucial to understand not just what drives prospects to make decisions but also what might unintentionally...

In the demanding world of B2B commercial success, upskilling new sellers is a top priority. However, the common misconception that...

Have you ever left a networking meetup ("coffee chats", lunch with a prospect, etc.) feeling energized, only to find nothing happening...