“The Challenger Customer” – More Than A Sequel
The Pipeline
SEPTEMBER 10, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . A Review of The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. by Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman. What often differentiates great sales people from the also-rans is their understanding that their success in delivering revenue and retiring quota, is the result of a dynamic alignment and balance between selling and buying.
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