A catastrophic plague has infected almost every business around the world - and yet most business owners and CEOs aren't even aware that their...

I think the biggest thing of being a great champion is hitting a high daily standard. “Greatness”, that word’s thrown around all the time...

In terms of whether it’s critical in terms of sales success today, I think you’ve got to look at the data. When you look at the data you see that...

As far as tips, one of the things we’re very careful not to give people the impression of is that a challenger is a book of tips and tricks...

I think they make it look effortless because they’re detached from making the money. They’re detached from it and they have detached...

We like to talk about a number of attributes that factor together statistically to describe the challenger profile. One of the things we’re...

In today’s world there are quite a few things that you can do to expand your network the good news is that we’re no longer tied to our...

Having a positive, successful mentor definitely helps and, I think, avoiding the negative people in your sales team. Almost in every...

The biggest shift we’ve seen in customer buying behaviour, again, is the fact that with your customers today you’re biggest competitor is...

My first book The Back of The Napkin is literally called solving problems and selling ideas with pictures and it’s based around the neurobiology of vision. What’s really remarkable is tha

Some of the key takeaways that are applicable for sales professionals from my book, “Your Network Is Your Net Worth,” is...

There are five “intangibles” or five markers I discovered in 1974 that we all possess. First is self-discipline. That means you really are...

The things that we see that the challenger does differently, again, are teaching, tailoring, and taking control at the competency level. If I were to sum...

When networking in person there obviously are things to do and things to avoid. Some of the things to do; be authentic, use eye contact...

I think the toughest job is selling you on you and the awesomeness of you. That’s a work and process every day. Giving yourself pointers and tips...