![]() ![]() Justin Mares, a HubSpot contributor, discussed the book in a blog post, as well as part of his eBook, “The Best Sales Books: Summarized.” He provides a great overview which I’ll borrow from in order to share key highlights. It ran counter to many long-held beliefs, prompting industry sales leaders to rethink their approach to complex sales situations. Its authors claimed that sales based on relationships were ineffective, with buyers fed up answering questions from sales reps who delivered no value. ![]() ![]() Why did it garner such attention? It was, well, challenging-to say the least. The Challenger Sale: Taking Control of the Customer Conversation, a book by Matthew Dixon and Brent Adamson, was released in 2011 and made a substantial splash. Software Sales: Empowering The Challenger Strategy
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