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, Tim Riesterer, co-author of “The Three Value Conversations,” and Bob Kelly, Sales Management Association Chairman, explored the limitations of “the challenger“, and the implications of recent research on sales strategies for retaining and growing customer relationships.