Main navigation

  • Home
  • Get Help
  • Assess
    • Sales Assessments
    • Sales Competence Model
    • Take the Sales Exam
    • Sales Management Competencies
    • Business Assessment Tools
    • Sales and Marketing Effectiveness Review
    • Bespoke Assessments
    • Should You Hire a Professional?
  • Enable
    • Assess Your Enablement Upside
    • Sales Enablement Services
    • Sales Effectiveness Services
    • Sales Process Facilitated Enquiry
  • Coach
    • Sales Coaching
    • Sales Manager Coaching
    • Business Coaching
    • Join a Sales Peer Group
    • Online Workshops
  • Train
    • Training Needs Analysis
    • Training Programmes
    • Sales Simulation Training
    • Management Development
    • Communication Skills Training
    • Training Return on Investment
    • Training Course Index
  • Free
    • Articles & Reports
    • Accelerate Learning
    • B2B Sales Course
    • Sales Success Formula
    • Sales Training Video Channel
    • Sales Help Posts on LinkedIn
    • Top Salespeople Interviewed
  • About SalesSense
    • How we Contribute
    • Co-Creation Training
    • Problems Fixed
    • Customer Commitments
    • Customers Include
    • Customer Feedback
    • SalesSense People
    • Performance Guarantee
  • Contact
  • 🛒

Tipping Point by Malcolm Gladwell

Human nature is revealed in Malcolm Gladwell's Tipping Point study of spontaneous popularity.

A picture of Malcolm Gladwell to support a sales impact review of his book, Tipping Point

Having enjoyed Malcolm's 'Blink' so much (reviewed here), I picked up a copy of his previous book, Tipping Point to review it for sales impact.

As for 'Blink', I think this book deserves a place on your bookshelf. Whether you are in sales or marketing or involved in an altogether different role, Tipping Point has much to teach about human nature.

At the end of my review of 'Blink', I finished by reiterating a point from the book - that people don't make up their minds for the reasons they think they do.

Tipping Point establishes the impact of context on human behaviour. The decisions people make and the behaviours they adopt have at least as much to do with circumstance and scenario as they do with character or personality. Where we seem to have more impact on what we do than who we are. 

Malcolm leans on the results of well-documented and controlled experiments to underpin his often counter-intuitive points. You may have a hard time accepting some of the book's conclusions so the fact and case study-based validation is essential. It is also part of the book's fascination.

Tipping Point describes how small things can have a tremendous effect on communication. It links the science behind viral and social epidemics. It tells some amazing stories and explains how some ideas, products, and behaviours despite meagre or non-existent marketing, take off and spread, literally like the common cold. It reveals why otherwise great concepts and innovations that are backed by substantial marketing resources, often fail to realise their potential. 

Despite exposure to many of the ideas through other reading, including Link by Albert Laszlo Barabasi, Influence the Science and Practice by Robert Cialdini, and Geoffrey Moor's work, Crossing the Chasm and Inside the Tornado, I found great practical value in understanding how one might leverage the principles in Tipping Point to achieve a more powerful communication.

Sales Impact

If you aren't achieving the potential sales impact of a message, do the following:

  • Change the context of your message
  • Change the messenger
  • Change the message

While I have oversimplified those principles in these three simple statements, I think you will need to read the book to understand how the knowledge can be used.

Tipping Point is an exciting, fast-paced read, connected throughout with real-world events and drama.

In addition to explaining some astonishing phenomena, it reveals treasures that anyone can use to communicate more effectively.

In sales, having people hear a message and act on it to their own benefit, is at the heart of our purpose.

ISBN 0-349-11346-7

Review by Clive Miller

If you to implement the ideas in Tipping Point, to increase sales effectiveness, we can help. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs or talk through some options. Alternatively, send an email to custserv@salessense.co.uk for a prompt reply or use the contact form here.

Sales and Marketing Alignment Assessment
Sales Lead Generation
Sales and Marketing Plan
Creative Thinking Tips
Recommended Business Books
Sales Leads
Persuasive Communication Training

A panel promoting our Find a Business Expert digital marketing platform.

Picture of Clive Miller, SalesSense founder.

Are you a business expert in need of more customers?

Schedule a Zoom call with Clive Miller.

A rocky path image to illustrate the value of a career development consultation.

Sales Professionals Tool Kit Cover Picture

A panel promoting our sales management training.

Coaching benefits diagram.

A panel promoting telesales training for SDRs and BDRs.

 Comprehensive professional sales career training for new and experienced salespeople.

A panel promoting advanced sales skills and methods training.

Business development management training course.

A panel promoting our course, Winning Complex Sales.

A panel promoting our large account management training course.

A panel promoting our sales negotiation skills training.

Money back performance guarantee.

Site Map    
Guarantee Pledge    
Privacy Policy    
Terms of Site Use    
Terms of Supply    
SalesSense    
Exeter Business Hub;
Queensgate House    
48 Queen Street    
Exeter, EX4 3SR, UK    
Tel: +44 (0)1392 851 500    
e-mail: info@salessense.co.uk
About SalesSense
SalesSense Blog
Clive Miller's Blog
SalesSense on LinkedIn
SalesSense on Facebook
Clive Miller on X (Twitter)

Copyright © 2025 SalesSense - All rights reserved