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  • What Stephen’s experience of going to the Amazon was like
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  • What led him to make studying buyer behavior his focus
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LATEST FROM THE BLOG

I was about 12 months in as a new Sales rep when I realized I was having trouble sleeping. I had a bit of nerves about quota each month, but it was more than that. I couldn’t stop thinking about the job. I was excited. I knew I was in a great pos...

Why are we telling our sales reps that the phone doesn’t work anymore? Why are we telling our sales reps that no one will read and respond to their emails? That email is dead. That the phone is dead.These are punch lines. It’s hyperbolic propagand...

Have you ever asked the barista at a coffee shop for a discount on your latte? I have.When I was first learning how to sell, I’d ask everyone for a discount. It doesn’t sound that crazy until you ask the barista, “Can I get 20% off this latte toda...

I’m a quota-holic and I suffer from performance fear -- the fear of underperforming.In my early days as a sales rep, that fear drove me to outwork everyone and led me to success. As a sales leader, I make mistakes when I don’t recognize that perfo...

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