How to Implement “The Challenger Sale” Model.In this article, we’ll summarize The Challenger Sale and provide some actionable steps for implementing this model in your own sales team. Instead, it makes an argument for the type of sales reps who can comfortably challenge their prospects and generate some strategic, well-timed tension during the sales process. The Challenger Sale goes against conventional wisdom and asserts that sales reps who focus on building relationships will lose. Adamson is a Distinguished Vice President at Gartner, serving heads of sales, customer service, and marketing. The book was researched and written by two well-known sales and businesspeople: Matthew Dixon and Brent Adamson.ĭixon is widely regarded as one of the world’s leading experts on sales, customer service, and the customer experience. The Challenger Sale: Taking Control of the Customer Conversation was published in 2011 and has remained on the scene as one of the best B2B sales books ever since.Įarning the #1 spot on the bestseller list of both Amazon and The Wall Street Journal, the book quickly carved a space for itself upon publishing as a new and necessarily innovative approach to successful sales.
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