How To Win Negotiations Like a Challenger
There’s no win more satisfying — and no loss more frustrating — than one you’ve spent months negotiating. Sales leaders know that the desire to close…
Why Delivering a Tailored Insight is Essential to Sales Success
The 2011 research that inspired “The Challenger Sale” revealed a surprising foundational fact: the sales experience is the single biggest driver of…
How Prospect Theory Drives Sales Experiences
Buyers don’t fail to act because they’re indecisive or uninformed — they fail to act because they’re human. Understanding why buyers don’t change…
Tactics for Dialing Up Constructive Tension
Let’s start with a familiar scenario. You’re choosing an operating system for your enterprise company. Your two options are both great companies with…
How to Excel When You Sell in Healthcare With Limited Access
Remember back before the COVID pandemic in 2020 when making in-person sales calls to healthcare providers was the norm? Yeah, neither do we. It’s…
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