“They haven’t called me back.” It’s the most common response to “Where are we with prospect ABC?” This response, “They haven’t called me back,” lands with a thud at my feet like a bag of rocks when I hear it from a seller or business owner. I can feel the disappointment when they say it...Read More

What do Monkeys have to do with building relationships to increase sales? A lot, actually. Stick with me here . . . In the 1990’s, British anthropologist, Robin Dunbar, studied primates and found a correlation between primate brain size and average social group size. By using the average human brain size and extrapolating from the...Read More