57% of the purchase decision is made before a customer ever reaches out to your organization. CEB how challenger #sales reps frame conversations The above stat shouldn’t come as a surprise to modern marketing and sales organizations. The way people gather and digest information has shifted radically, and you only need to think about your everyday life—your process for finding what you need—to understand why.
The Challenger Sale by Matt Dixon and Brent Adamson is an invaluable read for any sales professional wanting to gain a competitive edge. The book argues that relationship selling is in decline because it’s not as effective as it used to be. The Challenger Sale presents the findings of a survey of hundreds of frontline sales managers across 90 countries – and this research revealed some interesting finding: http://www.pipelinersales.com/types-of-sales-reps/