The classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles. While these reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.
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The classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles. While these reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.
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