Creating Client-Focused Insight

Creating Client-Focused Insight

An excerpt adapted from Shiftability: Creating a Sustainable Competitive Advantage in Selling. Just like an off-the-rack suit, off-the-shelf insights can eventually be replicated by the competition and your differentiation is lost. You are back to where you started,...
Embrace Complexity

Embrace Complexity

One of my favorite things about our book Shiftability is that we turn some conventional wisdom on its head and offer new perspectives on common assumptions. In the world of complex sales our natural instinct is to drive to simplicity – but the truth is the complexity...
Shiftability: Kindle Version Available

Shiftability: Kindle Version Available

It has only been 5 weeks since we released Shiftability: Creating a Sustainable Competitive Advantage in Selling and we have already sold nearly 700 copies. We have been very encouraged by the initial response and feedback – thank you! One of the best responses we...
My Top 18 Books on Business (and Life!)

My Top 18 Books on Business (and Life!)

This month I’m deep in wrapping up the manuscript for the book I’m writing with my friend and colleague Hendre Coetzee. We are expecting that ShiftAbility: The Mindset and Skillset You Need to Excel in Sales Today will be launching in a couple of months – stay tuned...