Contributors

Sales success hinges on aligning what you say with what customers need to hear. This study shows that informational messages work best for goal-driven shoppers, while emotional messages resonate with browsers—and when paired with the right product type, the boost is even stronger. The result is a clear, research-backed strategy that helps real estate professionals close more deals from the very first interaction.

Sales success hinges on aligning what you say with what customers need to hear. This study shows that informational messages work best for goal-driven shoppers, while emotional messages resonate with browsers—and when paired with the right product type, the boost is even stronger. The result is a clear, research-backed strategy that helps real estate professionals close more deals from the very first interaction.

What sets great communicators apart isn’t just what they say—it’s how they listen, connect, and adapt. In Supercommunicators, Charles Duhigg reveals practical strategies to simplify complex conversations, build trust through active listening, and tailor communication to any audience. These insights can help individuals transform everyday interactions into meaningful connections that drive personal and professional success.

Is your mind constantly buzzing with worries, decisions, and distractions? In Declutter Your Mind, Barrie Davenport and S.J. Scott offer practical, science-backed strategies to quiet mental noise and restore clarity. Through mindfulness, simplification, and intentional living, the authors equip readers with tools to reduce stress, strengthen focus, and create lasting peace of mind.

The first 18–24 months can make or break a new salesperson’s career—but where should they focus their energy to drive growth? Our research challenges the one-size-fits-all approach by examining how prospecting, conversion, retention, and growth efforts uniquely impact sales performance. The findings reveal which activities truly drive results, offering sales managers a roadmap to guide early-tenure salespeople toward faster success.

The first 18–24 months can make or break a new salesperson’s career—but where should they focus their energy to drive growth? Our research challenges the one-size-fits-all approach by examining how prospecting, conversion, retention, and growth efforts uniquely impact sales performance. The findings reveal which activities truly drive results, offering sales managers a roadmap to guide early-tenure salespeople toward faster success.

Do bigger followings really mean better results? Our research investigates the influencer marketing funnel, from follower engagement to sales impact, and challenges the assumption that macro-influencers always deliver better returns. By comparing real sales data across 1.8 million purchases, we find that smaller influencers often drive stronger engagement, deeper trust, and higher ROI.

Do bigger followings really mean better results? Our research investigates the influencer marketing funnel, from follower engagement to sales impact, and challenges the assumption that macro-influencers always deliver better returns. By comparing real sales data across 1.8 million purchases, we find that smaller influencers often drive stronger engagement, deeper trust, and higher ROI.

Do bigger followings really mean better results? Our research investigates the influencer marketing funnel, from follower engagement to sales impact, and challenges the assumption that macro-influencers always deliver better returns. By comparing real sales data across 1.8 million purchases, we find that smaller influencers often drive stronger engagement, deeper trust, and higher ROI.

Do bigger followings really mean better results? Our research investigates the influencer marketing funnel, from follower engagement to sales impact, and challenges the assumption that macro-influencers always deliver better returns. By comparing real sales data across 1.8 million purchases, we find that smaller influencers often drive stronger engagement, deeper trust, and higher ROI.

Why do we put off simple tasks, even the ones that take just a few minutes? Our research reveals that procrastination isn’t just about poor time management, but rather, people rarely consider how long a task will actually take when deciding whether to delay it. By making task duration clear and concrete, we show that individuals are more likely to take timely action—an insight with powerful implications for sales and real estate.

Why do we put off simple tasks, even the ones that take just a few minutes? Our research reveals that procrastination isn’t just about poor time management, but rather, people rarely consider how long a task will actually take when deciding whether to delay it. By making task duration clear and concrete, we show that individuals are more likely to take timely action—an insight with powerful implications for sales and real estate.

Why do we put off simple tasks, even the ones that take just a few minutes? Our research reveals that procrastination isn’t just about poor time management, but rather, people rarely consider how long a task will actually take when deciding whether to delay it. By making task duration clear and concrete, we show that individuals are more likely to take timely action—an insight with powerful implications for sales and real estate.

Loneliness isn’t just a personal struggle—it’s a hidden business risk. When salespeople feel isolated, their performance suffers, and the ripple effects can damage customer relationships and revenue. This research uncovers how loneliness fuels insecurity, rejection sensitivity, and counterproductive behaviors—and what managers can do to break the cycle.

Loneliness isn’t just a personal struggle—it’s a hidden business risk. When salespeople feel isolated, their performance suffers, and the ripple effects can damage customer relationships and revenue. This research uncovers how loneliness fuels insecurity, rejection sensitivity, and counterproductive behaviors—and what managers can do to break the cycle.

Loneliness isn’t just a personal struggle—it’s a hidden business risk. When salespeople feel isolated, their performance suffers, and the ripple effects can damage customer relationships and revenue. This research uncovers how loneliness fuels insecurity, rejection sensitivity, and counterproductive behaviors—and what managers can do to break the cycle.

Dan Sullivan and Dr. Ben Hardy’s book, Who Not How, details the benefits of expanding your horizons through teamwork. The fundamental idea posed in the book is a mentality shift from “How can I accomplish this?” to “Who can help me achieve this?” The authors encourage readers to find the Whos—those who can accomplish what you need more effectively than you can on your own. 

Human behavior is complex and often difficult to understand, but unique combinations of environment and heredity produce the billions of unique personalities around the world. In his book, Surrounded by Idiots, Thomas Erikson takes his own approach toward the challenge of categorizing four “colors” of human behavior, offering insights on improving communication and interpersonal interactions among the diverse color combinations of human behavior.

Targeting specific audience segments has emerged as an important practice in online advertising strategies. For advertisers, the primary appeal of online ads is their capacity to target users based on characteristics such as user demographics and online behavior. Recent research supports the notion that targeted ads are more effective, with product users more likely to click. However, as advertisers increasingly pursue targeting, one fundamental question looms—who to target? 

Targeting specific audience segments has emerged as an important practice in online advertising strategies. For advertisers, the primary appeal of online ads is their capacity to target users based on characteristics such as user demographics and online behavior. Recent research supports the notion that targeted ads are more effective, with product users more likely to click. However, as advertisers increasingly pursue targeting, one fundamental question looms—who to target? 

Targeting specific audience segments has emerged as an important practice in online advertising strategies. For advertisers, the primary appeal of online ads is their capacity to target users based on characteristics such as user demographics and online behavior. Recent research supports the notion that targeted ads are more effective, with product users more likely to click. However, as advertisers increasingly pursue targeting, one fundamental question looms—who to target? 

Salesforce turnover is a major challenge for organizations that leads to increased organizational costs. In this research, we examine if there is a connection between a salesperson’s role focus—whether attracting new sales and new customers (hunting) or maintaining and developing existing business (farming)—salesperson career aspirations, and salesperson turnover intention.

Salesforce turnover is a major challenge for organizations that leads to increased organizational costs. In this research, we examine if there is a connection between a salesperson’s role focus—whether attracting new sales and new customers (hunting) or maintaining and developing existing business (farming)—salesperson career aspirations, and salesperson turnover intention.

Salesforce turnover is a major challenge for organizations that leads to increased organizational costs. In this research, we examine if there is a connection between a salesperson’s role focus—whether attracting new sales and new customers (hunting) or maintaining and developing existing business (farming)—salesperson career aspirations, and salesperson turnover intention.

Salesforce turnover is a major challenge for organizations that leads to increased organizational costs. In this research, we examine if there is a connection between a salesperson’s role focus—whether attracting new sales and new customers (hunting) or maintaining and developing existing business (farming)—salesperson career aspirations, and salesperson turnover intention.

Remote work requires supervisor and subordinate interactions to occur via technology, and as a result, there is uncertainty regarding how companies can foster ethical values and work environments when interactions are virtual. Our research aimed to investigate the impact of remote supervision on ethical sales leadership and employee outcomes. Specifically, we sought to understand the extent to which ethical sales leadership can be perceived when supervised remotely. 

Remote work requires supervisor and subordinate interactions to occur via technology, and as a result, there is uncertainty regarding how companies can foster ethical values and work environments when interactions are virtual. Our research aimed to investigate the impact of remote supervision on ethical sales leadership and employee outcomes. Specifically, we sought to understand the extent to which ethical sales leadership can be perceived when supervised remotely. 

Remote work requires supervisor and subordinate interactions to occur via technology, and as a result, there is uncertainty regarding how companies can foster ethical values and work environments when interactions are virtual. Our research aimed to investigate the impact of remote supervision on ethical sales leadership and employee outcomes. Specifically, we sought to understand the extent to which ethical sales leadership can be perceived when supervised remotely. 

Remote work requires supervisor and subordinate interactions to occur via technology, and as a result, there is uncertainty regarding how companies can foster ethical values and work environments when interactions are virtual. Our research aimed to investigate the impact of remote supervision on ethical sales leadership and employee outcomes. Specifically, we sought to understand the extent to which ethical sales leadership can be perceived when supervised remotely. 

Remote work requires supervisor and subordinate interactions to occur via technology, and as a result, there is uncertainty regarding how companies can foster ethical values and work environments when interactions are virtual. Our research aimed to investigate the impact of remote supervision on ethical sales leadership and employee outcomes. Specifically, we sought to understand the extent to which ethical sales leadership can be perceived when supervised remotely. 

Consumers have a unique lens through which they view the world based on their experiences and values. When it comes to luxury goods, perceptions are complex. Luxury goods are not just items—they represent a person’s identity and status.  This is also applicable as a salesperson; you want to look your best and be presentable, but wearing or displaying luxury branded items may negatively impact your business, especially when selling non-luxury items. 

Consumers have a unique lens through which they view the world based on their experiences and values. When it comes to luxury goods, perceptions are complex. Luxury goods are not just items—they represent a person’s identity and status.  This is also applicable as a salesperson; you want to look your best and be presentable, but wearing or displaying luxury branded items may negatively impact your business, especially when selling non-luxury items. 

Consumers have a unique lens through which they view the world based on their experiences and values. When it comes to luxury goods, perceptions are complex. Luxury goods are not just items—they represent a person’s identity and status.  This is also applicable as a salesperson; you want to look your best and be presentable, but wearing or displaying luxury branded items may negatively impact your business, especially when selling non-luxury items. 

Consumers have a unique lens through which they view the world based on their experiences and values. When it comes to luxury goods, perceptions are complex. Luxury goods are not just items—they represent a person’s identity and status.  This is also applicable as a salesperson; you want to look your best and be presentable, but wearing or displaying luxury branded items may negatively impact your business, especially when selling non-luxury items. 

Emotional exhaustion in the workplace is an increasingly prevalent concern and often emerges from lengthy exposure to job stressors, such as high workloads, tight deadlines, and the persistent need to manage  emotions while adhering to job demands. Although the effects of emotional exhaustion on our home and social life are important to understand, our research focuses on how emotional exhaustion increases or is mitigated at the workplace and throughout the workday. 

Emotional exhaustion in the workplace is an increasingly prevalent concern and often emerges from lengthy exposure to job stressors, such as high workloads, tight deadlines, and the persistent need to manage  emotions while adhering to job demands. Although the effects of emotional exhaustion on our home and social life are important to understand, our research focuses on how emotional exhaustion increases or is mitigated at the workplace and throughout the workday. 

Emotional exhaustion in the workplace is an increasingly prevalent concern and often emerges from lengthy exposure to job stressors, such as high workloads, tight deadlines, and the persistent need to manage  emotions while adhering to job demands. Although the effects of emotional exhaustion on our home and social life are important to understand, our research focuses on how emotional exhaustion increases or is mitigated at the workplace and throughout the workday. 

Emotional exhaustion in the workplace is an increasingly prevalent concern and often emerges from lengthy exposure to job stressors, such as high workloads, tight deadlines, and the persistent need to manage  emotions while adhering to job demands. Although the effects of emotional exhaustion on our home and social life are important to understand, our research focuses on how emotional exhaustion increases or is mitigated at the workplace and throughout the workday. 

Modern salespeople have myriad options to engage with customers. We hypothesized that the communication format  may amplify or reduce the probability of resolving salesperson transgressions that occur during the sales process. While previous research has explored what to say post-transgression, our research explores which communication format is most effective in accomplishing successful post-transgression recovery and repair in the buyer-seller relationship.  

Modern salespeople have myriad options to engage with customers. We hypothesized that the communication format  may amplify or reduce the probability of resolving salesperson transgressions that occur during the sales process. While previous research has explored what to say post-transgression, our research explores which communication format is most effective in accomplishing successful post-transgression recovery and repair in the buyer-seller relationship.  

Modern salespeople have myriad options to engage with customers. We hypothesized that the communication format  may amplify or reduce the probability of resolving salesperson transgressions that occur during the sales process. While previous research has explored what to say post-transgression, our research explores which communication format is most effective in accomplishing successful post-transgression recovery and repair in the buyer-seller relationship.  

Modern salespeople have myriad options to engage with customers. We hypothesized that the communication format  may amplify or reduce the probability of resolving salesperson transgressions that occur during the sales process. While previous research has explored what to say post-transgression, our research explores which communication format is most effective in accomplishing successful post-transgression recovery and repair in the buyer-seller relationship.  

Modern salespeople have myriad options to engage with customers. We hypothesized that the communication format  may amplify or reduce the probability of resolving salesperson transgressions that occur during the sales process. While previous research has explored what to say post-transgression, our research explores which communication format is most effective in accomplishing successful post-transgression recovery and repair in the buyer-seller relationship.  

Adam Grant's Hidden Potential shatters the myth that some people are naturally destined for success. Grant uses fascinating research and compelling stories to show how individuals consistently underestimate their own potential for improvement. This isn't just feel-good advice; he gives actionable tools to unlock hidden abilities and help others do the same.  

While navigating business, one may find it easy to settle into a steady routine of slow growth. Steadily increasing the quantity of your leads or work hours may seem like a good way to improve results. After all, working harder must always lead to better results, right? Dr. Benjamin Hardy, author of 10x is Easier Than 2x with Dan Sullivan, posits that this is actually the exact opposite of what is going to tap into your greatest potential.

Interpersonal aggression is a relational process where the perpetrator acts in an antagonistic or hostile manner towards a victim. It is a serious issue for the work environment, affecting employee psychological and physical well-being, job satisfaction, and performance. Despite widespread understanding of this issue, research still hasn’t determined all antecedents for enacting aggressively at work. In our study, we hypothesize that one’s attachment style and competitive orientation determine whether or not one acts aggressively toward others. 

Interpersonal aggression is a relational process where the perpetrator acts in an antagonistic or hostile manner towards a victim. It is a serious issue for the work environment, affecting employee psychological and physical well-being, job satisfaction, and performance. Despite widespread understanding of this issue, research still hasn’t determined all antecedents for enacting aggressively at work. In our study, we hypothesize that one’s attachment style and competitive orientation determine whether or not one acts aggressively toward others. 

As algorithms continue to determine more and more of what we interact with on the Internet every day, questions arise as to the effectiveness, ethicality, and impartiality of these same algorithms. In our research, we undertake a set of studies to determine to what extent algorithms are presenting biased recommendations and further, to what extent people are going along with those biased choices and reinforcing the algorithms’ bias.

As algorithms continue to determine more and more of what we interact with on the Internet every day, questions arise as to the effectiveness, ethicality, and impartiality of these same algorithms. In our research, we undertake a set of studies to determine to what extent algorithms are presenting biased recommendations and further, to what extent people are going along with those biased choices and reinforcing the algorithms’ bias.

As algorithms continue to determine more and more of what we interact with on the Internet every day, questions arise as to the effectiveness, ethicality, and impartiality of these same algorithms. In our research, we undertake a set of studies to determine to what extent algorithms are presenting biased recommendations and further, to what extent people are going along with those biased choices and reinforcing the algorithms’ bias.