What’s happening—and what it means for your sale.
Field notes on buyer psychology, sales strategy, and the decisions that shape how high-value business gets done.
Recent Insights
New each week
Your Best Salesperson May Be Costing You a Fortune
One foundation repair contractor discovered his salespeople gave away $353,000 in discounts in a single month. Are your top producers bringing in revenue while quietly destroying your profit?
More Leads. More Salespeople. More Advertising. Still Not Enough Profit?
Your sales manager wants more leads, your agency pitches another campaign, and everyone wants more of your money. But what if you already have enough prospects to make a fortune?
The $4.3 Billion Lesson Every Successful Business Owner Should Learn
An executive with an extraordinary record of success at Apple contributed to billions in lost sales at JCPenney. The lesson: previous success never guarantees your assumptions are right.
Russell Martino and Terrie Lopez publish new insights each week on buyer psychology, sales strategy, and what it takes to win the high-value sale.
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We answer reader questions in future insights. Tell us what you’re wrestling with in your business—we may address it here.