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Phone Phobia: Not Just for Old People Anymore

Reports of phone phobia among younger people are numerous. Is this scourge affecting Millennials and the alphabet generations the same way it ails older people? The answer is yes and no. The no part is that the end result is the same: not making calls, or being less successful with calling. However, the reasons behind fear [...]

Phone Phobia: Not Just for Old People Anymore2022-12-23T13:21:50-08:00

Why Colors and Other Personality Tests are Junk

“Personality” assessments have been positioned as business tools for many years. From Myers-Briggs, to DiSC, to the recently popular Colors, these supposedly help us better understand and communicate with others—including sell to them. Before covering why such tools are often counterproductive in selling, I want to address their unintended darker side. […]

Why Colors and Other Personality Tests are Junk2023-02-02T10:40:48-08:00

Why Calling B2B and B2C are (not) Different

(Excerpt from book) My favorite cold calling myth is this one: calling B2B is different from calling B2C. The idea behind this myth is when calling business owners, C-suite, and other executives we need to use a sophisticated approach because these guys are intelligent. We need to get right to the point because these guys are [...]

Why Calling B2B and B2C are (not) Different2022-12-23T12:58:37-08:00
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