Blog – Wallace’s Words of Wisdom

We humans have the uncanny ability to feel the pain of something that might (or might not) happen in the future. It's called Anticipated Blame and Regret - as defined by Christopher Anderson in his paper entitled "The Psychology of Doing Nothing." We allow ourselves...

What if you ran into your biggest customer at the grocery store? And what if they asked you a really tough business question? What would you say? Check out this video to explore this very scenario. If you’d like to learn more, click HERE or call me at (414) 375-0253...

Do you like RFPs? If you're like most people, the answer is no. They are time-consuming and unless you heavily influenced the requirements, your chances of winning are slim to none. But, for many, they are a fact of life. This video offers three basic ideas to improve...

If you're like me and you host Zoom meetings all day, anything that can make your meetings/presentations/workshops more stress-free, more enjoyable for your audience, and more professional looking is something worth considering. Please check out this video on the...

Are you looking for oranges on an apple farm? What I mean is, are you looking for your customers in the wrong places? Some potential customers are just not a good fit Check out this video for some additional thoughts. If you’d like to learn more, click HERE or call me...

Once you've documented results to your existing customer, what's next? Go for the close? Turns out, that isn't the right thing to do. And the science behind it not being the right thing to do comes from none other than Nobel Prize-Winning psychologist and economist...

How do you get key decision-makers to attend business review meetings that are critical not only to your day-to-day business with them but to your renewal conversations? You have to be documenting results. Check out this video for more information, courtesy of the...

Robin Sharma said, "Don't live the same year 75 times and call it a life." The same can be said for business, and especially selling. Doing the same thing over and over again and expecting different results is, as the saying goes, the definition of insanity. Yet how...

That wonderful renewal conversation. Sales reps, their bosses, their bosses bosses, as a matter of fact, everyone loves renewals. Especially renewals from good or great customers. If that's the case, why do so many companies neglect to have a renewal strategy? Check...