(At least when it comes to complex B2B deals). Here’s the introductory premise of the book: today’s customers are changing how they buy, so salespeople need to change the way they sell. I’ve covered sales methodologies based on decades-old books, but The Challenger Sale is more modern, first published in 2011. The challenger sales model comes from the bestselling book The Challenger Sale, by Matthew Dixon, Brent Adamson, and their CEB Inc.
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