![]() The Challenger Sale goes against conventional wisdom and asserts that sales reps who focus on building relationships will lose. Adamson is a Distinguished Vice President at Gartner, serving heads of sales, customer service, and marketing. The book was researched and written by two well-known sales and businesspeople: Matthew Dixon and Brent Adamson.ĭixon is widely regarded as one of the world’s leading experts on sales, customer service, and the customer experience. The Challenger Sale: Taking Control of the Customer Conversation was published in 2011 and has remained on the scene as one of the best B2B sales books ever since.Įarning the #1 spot on the bestseller list of both Amazon and The Wall Street Journal, the book quickly carved a space for itself upon publishing as a new and necessarily innovative approach to successful sales.
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