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
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,…
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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