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June 22, 2017 @ 11:00 am - 12:00 pm PDT
There’s much to be said for challenging the status quo as a salesperson, as a certain training firm has pointed out to its own spectacular success. But what happens when the challenger becomes the status quo? In fact, new sales research shows “challenging” is poorly suited for retaining and expanding customer relationships; which is to say, for the overwhelming majority of firm sales.
In this webcast author Tim Riesterer and Sales Management Association Chairman Bob Kelly explore the limitations of “the challenger“, and the implications of recent research on sales strategies for retaining and growing customer relationships.