What the Challenger Sale Gets Wrong about Customer Relationships
Miller Heiman Group
OCTOBER 17, 2019
The Challenger Sale—popularized in 2011 by the book of the same name—posits that consultative selling is dead. Consultative selling is not dead, as Challenger argues. The Challenger Sale describes relationship building as a “losing approach” for “selling complex, large-scale business-to-business solutions.”
Let's personalize your content