/Say What?

“Say what!?” Myth-busting and more

Why Colors and Other Personality Tests are Baloney

“Personality” assessments have been positioned as business tools for many years. From Myers-Briggs, to DiSC, to the currently 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. Blinding with Science People are [...]

Why Colors and Other Personality Tests are Baloney2017-11-08T07:58:08-07:00

Why 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 B2B and B2C are (not) Different2017-06-26T10:47:34-07:00

Communicate: Are You Sending the Right Message?

Ah, communication! We want to communicate clearly and effectively…but we can inadvertently send the wrong message. Here are common words and phrases that can trip us up. I’ll start with “just” and “actually” because using them purposely does not cause problems — using them as a verbal habit does. “Just” We use the word “just” to [...]

Communicate: Are You Sending the Right Message?2017-03-28T13:32:28-07:00

Shout Out for Dudley and Goodson

I am careful about using the phrase “call reluctance” and you may need to be, too. Here’s why. Shannon L. Goodson and George W. Dudley are the authors of The Psychology of Sales Call Reluctance: Earning What You’re Worth in Sales. This is an appreciation for Dudley in particular, who coined the phrase “call reluctance” maybe [...]

Shout Out for Dudley and Goodson2017-10-23T12:38:32-07:00