“In this week’s Labcast, Dave Brock, the president of Partners in EXCELLENCE, a boutique consulting and services company that helps its clients with a variety of business and sales strategies, offers his view of the of strengths and weaknesses of the challenger sales model.
Brock argues that the challenger sales model shouldn’t just be a sales initiative, but rather a company-wide initiative that incorporates other functional areas, including marketing, product, and strategy. He also points out what he sees as a major flaw in the book — a lack of clarity on what to do once you’ve bought into the idea of the challenger sale. In addition, he stresses the import of establishing credibility, without which challenging your customers will never work.”
Original Post: https://openviewpartners.com/blog/the-problem-with-the-challenger-sales-model/
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