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Psychology

cute dog

Don’t Get Cute

Today I received a little box from a company who wants my attention. Inside the box was a small toy, and a link to a website, and nothing else. The sender wants my attention, and the offer is a serious offer, even though I didn’t watch more than…

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alt text image of death

The Death of the Death Of

Right now, you might be reading a few self-loathing sales prognosticators suggesting that sales is dead. The narrative they have chosen to believe—and compiled enough “data” points around which to confirm their bias—is that salespeople no…

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straight razor

How To Sell Something New

Some of the companies you call on want to be on the very bleeding edge of change. They will want first mover advantage, and their default position will be to explore what is new, discover whether they believe it will work for them, and then deploy…

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