The biggest shift we’ve seen in customer buying behaviour, again, is the fact that with your customers today you’re biggest competitor is...
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
Some of the key takeaways that are applicable for sales professionals from my book, “Your Network Is Your Net Worth,” 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...
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...
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...
I think the toughest job is selling you on you and the awesomeness of you. That’s a work and process every day. Giving yourself pointers and tips...
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...
In terms of social media and what sales professionals should be using LinkedIn obviously is an amazing resource and an...
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...
You visualize everyday with every thought whether you believe in visualization or not. If you say “hamburger” many people...
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...
