Viva la C.U.S.P.

Viva la C.U.S.P.

Viva la C.U.S.P. Going werewolf hunting? I ran across an old term the other day that had been “reborn”. A salesperson was talking to a product person within their company and they were asking for the product person to simplify things for them and give them the one...
Making It REAL!

Making It REAL!

Making It REAL! Closing the concept of PURPOSE, we offer up some fundamental summary thoughts about what it REALLY all means. How do you make this personal? How do you serve your clients with INTENTIONAL PURPOSE? And with all things SHIFTABILITY in nature we make it...
Creating Client-Focused 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,...
Embrace Complexity

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...
Shiftability: Kindle Version Available

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...