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The resource "The Challenger Sale: Taking Control of the Customer Conversation" has significantly influenced corporate strategies by introducing the concept of the 'Challenger' sales model. This model encourages salespeople to take control of the customer conversation, challenge their current thinking, and offer unique insights into their business. It has shifted the focus from just building relationships to adding real value and insight, which ultimately leads to winning customer loyalty. This approach has been adopted by many corporations to drive sales growth and maintain control in complex deals.
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How do you make your voice heard in a world of complex deals and risk-averse customers? How can you maintain control to ultimately win customer loyalt...
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While coaching is improving performance on known behaviors, innovation is the ability to drive performance in unforeseen contexts. Data shows that coaching and sales innovation skills occur independently of each other. Supplier organizations are designed for efficiency in a world where effectiveness through innovation is far more valuable than efficiency.
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