So, Brent, Welcome to the Bregman Leadership Podcast.īrent: Thanks, Peter. They’ve look at, And we’ll ask Brent to describe this for us, a lot of research on what distinguishes the best sales people from good sales people and working to replicate those techniques and advantages in our broader sales forces. CEB is the leading member based advisory company and it combines the best practices of thousands of member companies with advanced research methodologies and human capital analytics. This book was a refreshing take on that, and offered some data-based alternatives that have been very successful.
I was schooled in consultative selling back when I was doing my initial consulting work in the, I hate to say it, late 80s, early 90s. He later also wrote the book, The Challenger Customer: Selling to the Hidden Influences Who Can Multiply Your Results. He wrote the book with Matt Dickson, The Challenger Sale: Taking Control of the Customer Conversation. This podcast is part of my mission to help you get massive traction on the things that matter most.
I’m Peter Bregman, your host and CEO of Bregman Partners. Peter: Welcome to the Bregman Leadership Podcast. How do you sell to people who don’t want an aggressive pitch? talks about the #Challenger Sale.Discover what makes a Challenger-salesperson unique, why you should never “lead with” your value proposition, and the three traits you can train to help your team sell like Challengers. Brent and his colleague, Matthew Dixon, studied the data of thousands of salespeople and determined that one behavioral profile always outsells the rest: the Challenger. What is the secret to sales and marketing success? On this episode, I speak to Brent Adamson, co-author of The Challenger Sale.
#The challenger sale ceb download
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