Nick Toman Biography

For CEB's Sales Leadership Council, which supports more than 650 sales organizations across the world, Nick Toman is in charge of worldwide research and product development. Nick has performed several research studies in the areas of customer service and sales efficiency over the last decade and presented his results to Fortune 500 CEOs and management teams. Nick's knowledge includes people management, customer experience management, sales and service operations management, sales and service strategy, sales enablement, and organizational culture, to name a few. He is particularly interested in the area where behavioral economics and social science collide with traditional corporate management. Nick is the author of many Harvard Business Review pieces, including "Stop Trying to Delight Your Customers," July-August 2010, "The End of Solution Sales," July-August 2012, and "Dismantling the Sales Machine," November 2013. He helped write The Challenger Sale (Penguin/Portfolio, 2010) and continues to explore the ChallengerTM concept and Insight SellingTM methodology. Nick contributes to a variety of blogs, including the Harvard Business Review and Freakonomics, as well as CEB's sales and customer service blogs, on sales and customer service issues. Nick has an A.B. in Sociology and an A.B. in Law, Letters & Society from the University of Chicago. He received both general academic honors and departmental honors in Sociology when he graduated. Nick, his wife, and their kid presently reside in Washington, D.C. Nick likes fishing tournaments and other outdoor activities in his leisure time.

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