More Steps, Less Money

More Steps, Less Money

Many sales professionals believe they need to stick to a rigid process with clients in order to secure a more productive contract. However, the reality is that a strict, prolonged sales process means a sales rep is likely to generate less revenue! How many steps are...
What is Culture?

What is Culture?

Acclaimed author David Foster Wallace’s essay, This Is Water: Some Thoughts, Delivered on a Significant Occasion, about Living a Compassionate Life, is widely regarded as one of the most famous of its kind. Wallace’s musings on a life well lived opens with a parable...
The Unreliable Narrator

The Unreliable Narrator

Turns out, you lie to yourself all the time. Don’t worry, it’s completely natural – an  evolutionary fail safe installed in our brains since consciousness evolved. However, these lies are rarely in your best interest. Developing the discipline to identify these lies...