The new ABCs of selling

By: Gary Tubridy Chief Sales Executive Events

At the 2015 Chief Sales Executive Forum, keynote speaker Daniel Pink, best-selling author of “To Sell is Human,” revealed the new guiding principles of selling incorporating the evolution of sales. Customers now have just as much — if not more — information as the seller, creating an information parity.

The new ABCs:

  • Attunement – Sellers should get out of their own heads and see another person’s point of view to find common ground. Sellers should dial down feeling powerful, understand interests not just feelings, and mirror their customers.
  • Buoyancy – Sellers should strive to stay afloat in the ocean of rejection that is sales. Failure to sell isn’t necessarily personal. Rejection can be used to become more persuasive in a sale.
  • Clarity – Sellers need to migrate from accessing information to curating it and making sense of it. Not only do they need to move from solving existing problems to identifying hidden problems, sellers also need to make sense of the sale and separate signal from just noise.

The best sellers are ambiverts – a little bit extroverted, a little bit introverted. Most people fit in this category. These sellers perform the best in sales because they are versatile. The key to a great sales team is superior training. Explaining the new landscape and these new ABCs will help the seller understand the customer’s needs.

The video below is the creation of the visual note from graphic recorder Kelly Kingman illustrating Daniel’s presentation. Enjoy!

See finished image

The Alexander Group looks forward to sharing more visual notes of other keynote presentations from the 2015 CSE Forum in the coming weeks.

Don’t miss the 2016 CSE Forum Series. Reserve your spot today!

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Gary Tubridy

Gary Tubridy is a senior vice president of the Alexander Group and the general manager in charge of the firm’s management consulting business. Gary’s consulting work is focused on increasing marketing and sales effectiveness with particular emphasis in technology and medical products industries. Gary has deep expertise in diagnosing sales management issues and helping clients execute action plans to improve results. His research is focused on best practices of leading sales organizations in North America with particular emphasis on sales force transformation and the role of sales leadership. He leads the Alexander Group executive events series and hosts the Operations and Executive Forums. He is one of three founding stockholders of the Alexander Group.


Gary has been with the Alexander Group for over 35 years. Prior to that, Gary was in sales with the IBM Corporation. Gary holds a B.A. from Brown University and an MBA from the Graduate School of Business at Columbia University.


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