It has been over a decade since Matt Dixon and Brent Adamson wrote The Challenger Sale. Fuelled by Gartner’s research, it was a wake-up call for many sales organisations that something had to change in their selling. But what exactly …
There are no magic tricks or watertight scripts that help you with increasing your closing ratio. The change you have to make is more fundamental.
Are you caught in price discussions? Are you struggling to add enough value?
We are 4 months into the year. It is time for some serious reflection. How well have you adopted the new way of selling?
Answer these three questions to be well prepared, for every meeting.
When you are asked to move on, you only can if you know what to move on to.