Many of us have no idea what it's like to be thirsty. We have plenty of water to drink -- even the water in our toilets is clean! But many people around the world don’t have that luxury. Every day, about 1,400 children die from diseases caused by unsafe water and poor sanitation. But it […]

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 […]

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 […]