Deal Appeal

As a typical everyday consumer, you may have trouble routinely determining the price of many products and services purchased in today’s economy. It’s becoming increasingly difficult to determine whether you’re getting ripped off, so most people really dislike...

Ousting Occupying Opponents

Every B2B salesperson has more than one company in their funnel they want to sell, but can’t figure out how to oust the opponent, who is the incumbent vendor. When you have attempted to break through, all you get is the same old jazz, “We’re satisfied with the company...

Do You Acknowledge the Butterfly Effect?

At the outset of this post I want to introduce you to Edward Lorenz, a meteorologist and mathematician who defined the Butterfly Effect in 1963 as “a tiny change in the initial conditions of something that has enormous long-term implications in its outcome at a later...

Is Their Perception Your Reality?

Let’s pretend that your neighbor, Joe America, is putzing around in a 10 year old 2008 mid-size vehicle with nearly 200,000 miles and breakdowns are starting to pop like popcorn. He realizes it’s time to look for a new vehicle. (Just so you know, although Joe hasn’t...