Category Archives: Consultative Selling & Consultative Sales Approach
I recently read a white paper by a competitor that I’ve long known and long respected. The paper reflected the influence of The Challenger Sale on this company’s sales methodology. The concept of “Challenger” has captured the interest of the mainstream press and social media and sounds appealing to many sales leaders who are looking for new ways to drive business in a slow-growth economy. Several voices in our industry have argued against the Challenger sales training approach. My initial reaction was to recognize it as an approach that I didn’t buy into — live and let live. But the interest in Challenger sales training that I have seen has spurred me to add my voice.