2025’s Must-Have Discovery Skill: “De-Escalating Commitment”
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.
What Every CEO Needs to Understand About Status Quo Bias
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.
Sellers Resist Behavior Change. Here’s How to Break Through.
Many sellers resist behavior change. What can sales leaders do to break through that resistance and get them to adopt a new approach?
AI’s Role in Sales Enablement: A View from the Trenches
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.
What You Need to Know About the Challenger Sales Model
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?
Best Practices Are Not Always The Best Practice
Find out why you need something better than best practices.
Best Practices Are Not Always The Best Practice
Find out why you need something better than best practices.