Nick Toman

Nick Toman

Nick Toman oversees the global research operation and product development for CEB’s Sales Leadership Council, which serves more than 650 sales organizations around the world.

For the past decade, Nick has conducted numerous research studies in the space of customer service and sales effectiveness and presented these findings to Fortune 500 business leaders and management teams. Nick’s expertise spans a variety of topics including talent management, customer experience management, sales and service operations management, sales and service strategy, sales enablement and organizational culture. He most enjoys researching the intersection where behavioral economics and social science meet traditional business management.

Nick has authored several articles featured in Harvard Business Review (“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 is a principle contributor to The Challenger Sale (Penguin/Portfolio, 2010) and ongoing research on the Challenger™ model and Insight Selling™ approach. Nick is a frequent contributor on sales and customer service topics for a number of blogs, including that of the Harvard Business Review and Freakonomics, as well as on CEB’s sales and customer service blogs.

Nick holds dual degrees from the University of Chicago: A.B., Sociology and A.B., Law, Letters & Society. He graduated with both general academic honors, as well as departmental honors in Sociology. Nick currently resides in Washington D.C., with his wife and son. In his spare time, Nick competes in tournament fishing and enjoys other outdoor activities.