![]() The methodology is based on one of the largest sales studies ever conducted, during which it was found that “53% of customer loyalty is driven by the sales experience – not brand, price, service, or even the product.” The Challenger SaleĪccording to Brent Adamson and Matthew Dixon Adamson’s book The Challenger Sale: Taking Control of the Customer Conversation, this is a type of sale in which “the rep teaches the prospect something about their business, tailors their pitch to resonate with customer concerns, and takes control of the sales process.” These sales reps engage in what some have now dubbed “The Challenger Sale.”īut what exactly is it and how does it align with value selling? ![]() The most successful sales reps focus on understanding the customer's business, especially when it comes to solution selling.
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