“Ask for a decision, don’t close. (push)”

Great salespeople are great listeners, have a natural curiosity, and can organize a sales process like an engineer. It is not about them. 

Great salespeople are great listeners, have a natural curiosity, and can organize a sales process like an engineer. It is not about them. We have a metaphor at M3 Learning: it’s Not About the Dog. Long story, but the more you woof and bark about ...More

How Resilience Works

When I began my career in journalism—I was a reporter at a national magazine in those days—there was a man I’ll call Claus Schmidt. He was in his mid-fifties, and to my impressionable eyes, he was the quintessential newsman: cynical at times, but ...More

BBC - Future - The secret to living a meaningful life

Brian Little, one of the world’s leading experts on personality psychology, is renowned as a public speaker. If you watch his recent TED talk on personality, as millions of others have, you will see an engaging and witty orator holding his audience’s ...More

8 Podcasts Every Marketer Should Be Listening to

Podcasts have become one of the most popular content mediums, and it’s difficult to say why. The number of active podcasts on iTunes has skyrocketed from just 10,000 in 2008 to over 250,000 today, with more than a billion worldwide subscribers. Does ...More

A Simple Template to Build Your Startup’s Brand Foundation

Establishing the foundation of your startup’s brand is an integral of part of a successful startup, but one that too many founders neglect. Not only does your startup’s brand foundation solidify what your company is and does, it defines nearly every ...More

The Best Way to Defuse Your Stress

I knew that I probably shouldn’t send the email I had just written. I wrote it in anger and frustration, and we all know that sending an email written in anger and frustration is, well, dumb. Still, I really wanted to send it. So I forwarded it to a ...More