This summary will walk you through a new approach to successful selling - the Challenger model. Matt and Brent believe that solution selling is no longer eective, and buyers are fed up with answering questions and probes from sales reps who deliver no value. Like Spin Selling, Challenger Sale researched 6,000+ salespeople and 90+ companies across dierent industries to determine the characteristics and approaches that successful sales reps take, and provide a roadmap for selling more eectively. Neil Rackham, author of the mega-bestseller Spin Selling, called Challenger Sale The most important advance in selling for many years. In the Challenger Sale, Matt Dixon and Brent Adamson lay out the ideas and strategies behind some of the most successful sales teams - and reps - today. A 15-page guide to the 240-page sales book.Ĭhapters 6-7: Tailor for Resonance & Take Control
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