I Was Wrong About Will I
April 20, 2026
I’ve been teaching the Will I / Which One framework for over a decade. It shows up in my books, my podcast, my training. Thousands
Tag: buyer decision
Why More Features Make It Harder to Buy
March 30, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Most companies assume that adding more features makes their product
Will AI Shrink Our Teams or Expand Our Ambitions?
March 23, 2026
There’s a common argument floating around about AI agents: Agents will replace workers.Few workers mean fewer seats.Fewer seats breaks per-seat pricing. It sounds logical, and
Buyers Are Rational, It’s the Sellers That Aren’t
March 16, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. When companies lose a deal, the explanation is almost always
