Thinking differently to respond and thrive in a different age of selling requires a different center of focus. It’s far too easy to get inwardly focused on our products, on our features and benefits, on our pitch, on our sales cycle. Instead our new thinking and new actions that will lead us to developing new clients must […]

In my last post I shared the concept of "limiting beliefs" which has really been resonating with the readers of Shiftability. A central theme of our book is what we believe is at the center of any potential for transformation. Our ability to shift into new ways of operating in the new sales paradigm depends first on […]

One of the big ideas from Shiftability that is resonating with readers is the concept of limiting beliefs. Limiting beliefs are the things that keep you stuck where you are, that get in the way of moving to a new level, that block your path to greater success - the things that you believe that […]

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 […]

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 […]