Articles

I’m not an animal rights activist, but there’s something that seems not-quite-right about selling pets at 25% off. Maybe I just haven’t bought enough animals to see how the Joseph Banks 3-for-1 sale would translate. Getting past that creature-purchasing awkwardness, my point here is to highlight the silliness of changing our behavior due to the…
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We’re getting 5-star reviews for Same Side Selling (Amazon #1 seller!), and many of them praise the benefits of our collaborative approach for both the seller and the buyer. These words are great to read, because improving the buyer/seller relationship is the point of the book that Ian Altman and I wrote. Both parties are…
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My first instinct is to take the buyer’s perspective, and that’s what these articles are generally about. But I’m not of the worldview that in order for buyers to succeed, sellers have to fail. In fact, the opposite is true: that when sellers and buyers both do their respective jobs well, it results in more…
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Here are some Expensive Sentences® that could cost you time and money: “There don’t seem to be any good vendors out there for this…” “It’s hard to know what solution would be best for us…” Whether it’s a home remodeling project, help with accounting, a new software module, a consulting engagement, a research study, or…
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If you’ve seen the movie Frozen or heard its hit song, then you’ve had a musical taste of the triumph Queen Elsa feels after she decides to “let it go.” I can’t be 100% certain that this song was written about outsourcing, but hear me out…     When you Don’t Worry, you can Be Happy…
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