Why Delivering a Tailored Insight is Essential to Sales Success_featured image

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…

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two people having an intense discussion

How Prospect Theory Drives Sales Experiences

Last month, I achieved a new personal best at the gym: I hip-thrusted 130kg (that’s nearly 300 lbs for our American readers). To put it into context,…

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a man and woman having an intense conversation

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…

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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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