Behavioral Theory of the Firm, Explained for Sales Leaders
Cyert and March's behavioral theory of the firm, translated into practical lessons for sales leaders who want to understand how their organizations behave.
Read article →Why I Went Back for a Doctorate After 30 Years in Sales
Why I pursued an executive doctorate after three decades in sales, and what practitioner research can offer leaders who live with the problems daily.
Read article →Bounded Rationality: How Buyers Really Decide
Buyers decide with limited time, information, and attention. Herbert Simon's bounded rationality shows how to sell in a way that helps them.
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