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Breaking Away from the Status Quo Starts Inside Yourself

An excerpt adapted from Shiftability: Creating a Sustainable Competitive Advantage in Selling. Coyau / Wikimedia Commons, via Wikimedia Commons Anyone in sales today faces an uncertain future. We could almost say anyone in any business role today faces an uncertain future. We live in an age of disruption and disintermediation. The business landscape is rapidly and radically […]

shiftability, sales, sales leadership, insight deliver, insight creation, personalized 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, with everyone packaging and selling the same solution, selling the same suit. The real difference maker that […]

b2b sales, selling, complex sales, sales leadership, shiftability

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

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

purpose, center, purpose driven selling

Understanding My Individual Purpose as a Sales Professional

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 […]