Challenger Sale

18 09, 2017

Challenger Sale Update Highlights, September IES Program

September 18th, 2017|Sales|

Brent Adamson, co-author of The Challenger Sale and The Challenger Customer, presented at the IES on September 15 to an overflow crowd. IES member Dawna Newcomb published a comprehensive overview of the key points Brent made in her excellent LinkedIn post. She summarizes Brent's key messages. Give up on the fantasy of winning a science [...]

21 07, 2016

Brent Adamson Says to Identify the Mobilizer Customer and Avoid the Others for a Challenger Sale

July 21st, 2016|Sales|

There are four topics that come up time and time again at IES programs, workshops, and networking events for sales professionals:   How to be more effective with 1) prospecting, 2) LinkedIn, 3) referral generation and 4) the Challenger Sale. In July, the IES brought CEB Principal Executive Advisor Brent Adamson, co-author of The Challenger Sale and its [...]

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