The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results Adamson BrentPevná vazba
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results Adamson BrentPevná vazba Four years ago, the bestselling authors of The Challenger Sale overturned decades of…
Specifikacia The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results Adamson BrentPevná vazba
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results Adamson BrentPevná vazba
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Your success or failure also depends on who you challenge.Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. Now their latest research reveals something even more surprising: Being a Challenger seller isn't enough.
That's simply human nature; it's much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. It turns out that's the last person you need.Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. But according to brand-new CEB research--based on data from thousands of B2B