Their discovery may come as a shock to decades-old conventional sales wisdom. Together with their colleagues at Corporate Executive Board, Dixon and Adamson investigate the attitudes, behaviors, knowledge, and skills that matter to reps that have the highest sales performance. Dixon and Adamson needed to understand what sets apart top-performing reps from the average performing ones. To be successful, business leaders need to challenge their relationships. While that is fundamentally true, Matthew Dixon and Brent Adamson argue that it is not enough to build relationships with customers. The Challenger Sale opens with this question: What's the secret to sales success? Most business leaders would answer the question with relationships. The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson: Conversation Starters
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