Topic Thought Leadership

Traditional discovery methods frustrate today’s well-informed buyers, who’ve already invested time in identifying solutions. Sellers must adapt by de-escalating commitment, guiding buyers forward without retracing steps, to stay competitive in 2025.

Status Quo Bias can interfere with your ability as a CEO to make the best choices. Learn what Status Quo Bias is and what causes it, so you can ensure it doesn’t get in the way of making necessary changes.

Many sellers resist behavior change. What can sales leaders do to break through that resistance and get them to adopt a new approach?

By keeping sellers on message when pivoting to time-sensitive opportunities or capturing niche market share, AI-powered sales enablement facilitates the next wave of sales efficiency, productivity, and results.

Challenging buyers to disrupt their status quo, change, and choose you. This strategy, as popularized by the Challenger Sales Model, is one of the most recognized sales training methods today. But where did it come from? And is it effective for every selling and buying situation?