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

Tim Riesterer

PDFDownload PDF


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.


In this webcast, author Tim Riesterer and Sales Management Association Chairman Bob Kelly explore the limitations of "the challenger", and the implications of recent research on sales strategies for retaining and growing customer relationships.