Challenger Sale Update with Brent Adamson: The End of Customer Empowerment
September 15, 2017 @ 7:15 am - 10:00 am| $149
For third time, the IES is proud to bring the team behind The Challenger Sale to the IES stage. Every business to business selling professional needs to know about The Challenger Sales and its benefits and drawbacks. Now is the time to get caught up with co-author of The Challenger Sale and The Challenger Customer.
DUE TO THE EXCLUSIVE NATURE OF THIS PROGRAM, THERE IS A PREMIUM TO ATTEND. CONSIDER BECOMING AN IES MEMBER TODAY TO ATTEND THIS PROGRAM AND ALL OTHER MONTHLY BIG-STAGE PROGRAMS AT NO ADDITION FEE!
EARLY BIRD PRICING ($30 OFF) ENDS SEPTEMBER 6!
Today’s B2B customers are more empowered than ever with information, stakeholders, and endless options. But what happens when all that empowerment becomes too much of a good thing? Join Brent Adamson, Principal Executive Advisor at CEB, now Gartner, to hear the latest research on the urgent need to make buying easier, recently featured in the Harvard Business Review. Join the session to learn:
- Why a responsive selling approach fails
- The importance of aligning your sales process to your customer’s journey
- How to help customers at every stage of the process
ABOUT BRENT ADAMSON, CO-AUTHOR OF THE CHALLENGER SALE AND THE CHALLENGER CUSTOMER
Best-selling author and CEB Principal Executive Advisor Brent Adamson is a sought-after speaker and facilitator. He has more than 20 years of experience as a professional researcher, teacher, and trainer, guiding a wide range of executive-level discussions for Fortune 500 executives in Sales, Marketing, and Customer Service.
This will be his second time speaking at the IES joining only a handful of other esteemed speakers and authors.
Brent is Coauthor of The Challenger Sale: Taking Control of the Customer Conversation, where he argues that only one type of sales person, the Challenger, delivers consistently high performance results. In 2015, Brent coauthored The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Both books are business best sellers. Brent is also a frequent contributor to The Harvard Business Review.
Brent joined CEB from the University of Michigan’s Ross School of Business, where he received his MBA with distinction. Prior to that, he served on the faculty of Michigan State University as a Professor of German and Applied Linguistics. In addition to his MBA, Brent holds a BA with distinction in Political Science from the University of Michigan along with MAs in Political Science and German and a PhD in Applied Linguistics from the University of Texas.