Third Wave Selling™ The genesis of Third Wave Selling™ began in 1995. After a very successful career as an "old-school" salesperson Doug experienced a three hour delay on a flight to Baltimore . He spent the time considering the changing nature of sales. He realized traditional selling techniques were becoming less and less effective, and that soon they would probably not be working at all (it turns out he was right). “ There were times when I successfully closed the sale, but I was relieved that the service group would deal with the client in the future,” Doug tells audiences.
“ Given the adversarial nature of selling, after closing, I often didn't like the client anymore, and the client probably wasn't too fond of me either” Once on the plane, he wrote an article "Thoughts Of An Old-School Salesperson In The Information Age." He realized that lack of control of information was the fundamental reason that sales techniques—which had been effective for hundreds of years—would no longer work in an information-rich market place. In the past, companies and salespeople always had an information advantage over their customers; they could implement sales processes that focused on maintaining that control. The Internet and a “flattening world” changed that. Third Wave Selling™ is uniquely positioned to lead salespeople and sales teams through the pitfalls of selling in extremely competitive, information saturated environments. Third Wave Selling™ is based upon years of research into how people and businesses make decisions. That research is then matched with more than 20 years of expertise in the sales and marketing process. The result is a highly effective, customizable sales process that enables companies to institutionalize their value proposition, shorten the sales cycle, and increase closing rates.
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To learn more about The Third Wave Selling Process™, how the process can onboard salespeople faster, 
