![]() If you tailor but dont teach, you risk sounding like every other. ![]() It is one of the seminal sales works, based on one of the largest studies already held in the field. If you teach without tailoring, you come off as irrelevant. Nowadays, almost every new contracting in B2B sales is said to read Brent Adamsonà ¢ s and Matthew Dixonà ¢ s the Challenger Sale. The challengers do the following things very well: Teach. ![]() ![]() Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text. The challenger sales person focus on building constructive tension in customer interaction to push the customer of his control zone.
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