You visualize everyday with every thought whether you believe in visualization or not. If you say “hamburger” many people...
For us, it’s been about 5 years of research at CEB into the Challenger work, but the highest level we’ve been studying is the massive shift...
Inbound selling is coming. It is actually here in a lot of ways. I think that organizations really have to embrace it from a cultural standpoint. It’s not...
The things that we see that the challenger does differently, again, are teaching, tailoring, and taking control at the competency level. If I were to sum...
The biggest shift we’ve seen in customer buying behaviour, again, is the fact that with your customers today you’re biggest competitor is...
There are five “intangibles” or five markers I discovered in 1974 that we all possess. First is self-discipline. That means you really are...
Having a positive, successful mentor definitely helps and, I think, avoiding the negative people in your sales team. Almost in every...
When networking in person there obviously are things to do and things to avoid. Some of the things to do; be authentic, use eye contact...
It has been a long debate. I think in sales research about whether sales is more of an art or science and this is a long debate which I am nervous I...
One thing that’s incredibly important for sales people to realize is that the world is getting smaller and smaller because of social media. We are no longer six...
My first book The Back of The Napkin is literally called solving problems and selling ideas with pictures and it’s based around the neurobiology of vision. What’s really remarkable is tha
It’s very easy when you get into sales to start thinking that what you’re doing is dealing with numbers. You are rewarded for a certain number of sales...
