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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, with everyone packaging and selling the same solution, selling the same suit. The real difference maker that […]

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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 of a client’s needs actually opens up opportunity. Instead […]

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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 have heard is from someone who “can’t wait for the […]

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This is an excerpt from my forth-coming book with Hendre Coetzee, Shiftability: Creating a Sustainable Competitive Advantage in Selling which will be released in early 2017. Sign up for my email newsletter on the homepage to receive more information about Shiftability. Mark Twain said, “The two most important days in your life are the day you are born and […]