3 Things I Learned From Wall Street’s Most Successful Dealmaker

James B. Lee was a legendary Wall Street banker and one of the world’s greatest dealmakers.  Called “Jimmy” by those who knew him, if you were to read his resume or review his accolades you might expect a real-life version of the infamous movie character Gordon Gekko. For example, he combed his hair slicked back …

How The Psychology of Rewards Impacts Our Success In Sales

According to behavioral psychologists, rewards are more attractive to us the closer we are to receiving them. Further, humans have a tendency to “discount” equal or even greater rewards when not available until the distant future. Why does this make sales hard? Because especially in many instances we are asking our prospects for immediate sacrifices, …

Want To Close More Deals? Make Your Numbers Count.

After reading the title of this post you might be thinking, “Sounds easy” or “I already do that”. Present some impressive sounding numbers about ROI or COI so the people making the decision can understand the value, right? Wrong! According to the Karla Starr and Chip Heath, authors of “Making Numbers Count”, simply sharing numbers …

It’s A Wonderful Life In Sales

When I was growing up, the Christmas holiday season meant watching the classic movie “It’s A Wonderful Life” every year as a family. For those who have not seen it, the famous third act and emotional climax involves the character George Bailey determining his life is no longer worth living due to a progression of …