Posted under Sales
from http://thesalesblog.com 52 days ago

The idea of challenging your clients and prospective clients with an insight, something they need to think about and act upon, is a powerful idea made popular by Matt Dixon and Brent Adamson of CEB (Now Gartner). The idea holds true because if you are going to be a trusted advisor, you are going to need the advice that makes up exactly half of that recipe. If you you are going to be consultative, you have to be able to offer good counsel, and it is impossible to do so if you know nothing—and if you don’t have a strong point of view worth considering.

The word “challenger” was embraced by senior executives in sales because they recognized the kind of salespeople who create value for them, because they believed the approach was sound, and because they intuitively understood that this is what the very best, most consultative ...

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