Customer Prospecting Revelation Selling Skills 
Partners in Excellence
JUNE 6, 2018
The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” I call that TIme Available For Selling, (TAFS—just what we need, another acronym.). Customers don’t want to spend time with sales people.
Gong.io
SEPTEMBER 19, 2018
Instead, The Challenger Sale recommends a new, provocative approach to selling: Commercial teaching. Rather than asking customers what keeps them up at night, The Challenger Sale recommends crafting an educational sales pitch that teaches the customer what should be keeping them up at night. The Challenger Customer.
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