When Challengers Fail – Refocusing Sales Efforts to Keep and Grow Customers

26 June 2017

FILED UNDER:

What happens when a salesperson accustomed to challenging the status quo becomes the status quo? Like the dog that catches the car its chased, or a gadfly unexpectedly elevated to political power (to wit: our current US political drama), those best at upending the present may offer dubious value in the future. 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.

You must be a member to access to this resource. Please log in, or consider becoming a member, or contact Member Services for assistance.
Upgrade your membership
Underwriters
4.7 out of 5.0 based on 16 ratings.

Become a member

Become a member