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 …

How to Close More Deals, According to 3 Recent Books On Enterprise Selling

After starting a new B2B enterprise sales role I was pleased to discover three great new books on the topic. “Selling Above and Below the Line” by Skip Miller, “Selling Is Hard. Buying Is Harder.” by Garin Hess, and “Mega Deal Secrets” by Jamal Reimer each take a different approach to navigating a modern enterprise …

What It Means To Sell On Emotion

“People buy on emotion and justify with logic.” This is a familiar phrase many sales professionals agree with. However, much less agreed upon is what this statement means, and just how to use this information to be more successful. What gets in our way? First, the mere notion that emotions are the primary drivers of …

The Powerful Sales Lesson in Katy Milkman’s new book “How To Change”

I am full believer that salespeople, more than anything, help facilitate change. For this reason, I was greatly interested in Katy Milkman’s new book, “How To Change, The Science of Getting From Where You Are To Where You Want To Be”. Happily, I was not disappointed. It did not take long to find an incredibly …

Saving Face on the Negotiate Anything Podcast!

I’m excited to kickoff the New Year by sharing my recent conversation with Kwame Christian on the Negotiate Anything Podcast. I am a huge fan of Kwame’s work and could not be more honored to have been invited on his show to talk about the concept of saving face. I highly recommend subscribing to his …