Papers worth arguing with.
Read, share and join the moderated discussion.
No Is Better Than Maybe
Why ruthless discovery protects scarce selling time from false pipeline and sunk-cost opportunities.
Trust Changes What People Tell You
Why rapport matters when it creates enough trust for customers to answer consequential questions honestly.
Make Yes Less Dangerous
How to reduce the buyer's fear of being wrong without reaching automatically for a pilot.
The Ratchet Effect
Why a target that rises after success can turn achievement into punishment.
A Win Doesn't Mean You Were Right
How to learn from results without mistaking a good outcome for a good decision.
Which CRM?
The useful question is not which system has the most features. It is which one your team will actually use.
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Send us the awkward question. The disputed one. The one everyone answers confidently and nobody can prove.
We will collect the best, choose the ones worth fighting with, argue them out and publish the result. If we cannot agree, you may get two answers.