![]() In The Challenger Sale summary, we’ll outline the Challenger Selling Model and how to implement it in your organization. ![]() ![]() ![]() This playbook by Matthew Dixon and Brent Adamson explains the new approach-The Challenger Sale-which could revolutionize B2B selling in the coming decades. The study led to the surprising discovery that the best way to drive B2B sales isn’t to build relationships it’s to challenge customers. The Sales Executive Council (SEC) launched an extensive research to identify what these sales reps did differently. Yet, a small group of salespeople continued to deliver results which would’ve been amazing even during a booming economy. In the midst of the 2009 economic crisis, sales had bottomed out in most sectors.
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