The Seller’s Challenge: How Top Performers Master Deal-Killing Obstacles in B2B SalesThere is a common question that troubles all sellers at points in their career: “So what do I do now?” It may be uttered out of fear or confusion but it’s that moment of paralysis where they realize they are about to lose an opportunity that they had invested much time to win.The Seller’s Challenge is a “tactical field manual” that taps current research, best practices and ...

In 2018 we co-authored The Seller’s Challenge: How Top Performers Master 10 Deal Killing Obstacles in B2B Sales. Our motive in writing that book was to provide sellers a “field manual” for assembling both tactics and strategies that address these specific deal killersThis book, Buyer Centered Selling: How Modern Sellers Engage and Collaborate with Buyers, combines “seller’s challenges” with “buyer’s dilemmas.” Without the collaborative efforts of both seller and b...

This seminal work utilizes the principles of applied behavior analysis (ABA) to understand people’s actions. It provides a framework for the study of social injustices that moves beyond just condemning others for their oppressive behaviors, outlining solutions that help work towards a more socially just society.Divided across three main sections, the book outlines the basic principles of applied behavior analysis, considers key tenets of social justice work, and examines how social...

An authoritative English translation of Goethe’s classic autobiographical account of war and conquest in the age of revolutionIn August 1792, Goethe accompanied Karl August, Grand Duke of Saxe-Weimar-Eisenach, during the Prusso-Austrian invasion of revolutionary France to restore Louis XVI as king. After the Cannonade of Valmy that September, the German armies were forced to retreat, never again to threaten the heart of France until the end of the Napoleonic era. T...

The Seller’s Challenge: How Top Performers Master Deal-Killing Obstacles in B2B SalesThere is a common question that troubles all sellers at points in their career: “So what do I do now?” It may be uttered out of fear or confusion but it’s that moment of paralysis where they realize they are about to lose an opportunity that they had invested much time to win.The Seller’s Challenge is a “tactical field manual” that taps current research, best practices and ...

In 2018 we co-authored The Seller’s Challenge: How Top Performers Master 10 Deal Killing Obstacles in B2B Sales. Our motive in writing that book was to provide sellers a “field manual” for assembling both tactics and strategies that address these specific deal killersThis book, Buyer Centered Selling: How Modern Sellers Engage and Collaborate with Buyers, combines “seller’s challenges” with “buyer’s dilemmas.” Without the collaborative efforts of both seller and b...

This book, originally published in 1992, traces the discourse on the French Revolution in Germany and its contributors investigate the processes and results of adopting or rejecting the values of the French Revolution in Germany and reinterprets its documents in terms of their internalization. One of the questions discussed is whether the French Revolution is part of Germany’s progressive tradition, that is, whether it has been repressed or whether it constitutes a viable counter-discourse...