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2021 Pulse Survey 3: Things are looking up

We are almost afraid to say it out aloud, but things seem to be looking...

June 01st, 2021

Effective Virtual Training: The Ground Rules (Part Two)

The title of this should probably read along the lines of “Effective Virtual Training: From...

May 27th, 2021

Commercial Teaching: More Than Just An Early-Stage Strategy

In our most recent Winning the Challenger Sales Webinar, we went deep on "Discovery" calls and...

May 25th, 2021

In praise of Dave Brock’s “Tell Us Your Top...

I’m a huge fan of Dave Brock's blog, in the same way I’m a massive...

May 07th, 2021

Technology Won’t Save You

Every day I have a front row seat to see the impact our research has...

April 22nd, 2021

The Fourth Era of Customer Service is Here

A few weeks ago, I attended a webinar jointly held by CCW and Vonage titled...

April 05th, 2021

2021 Pulse Survey 2: Where are we spending time?

Spring, to state the obvious, is a time of regeneration. As Tennyson said, “It’s when...

April 02nd, 2021

How Do Challengers Negotiate?

“The first step is the hardest”. It’s what we say to encourage each other to...

March 23rd, 2021