31 min listen
REPLAY of Episode 282: How to Sell to a ‘Challenger Customer.’ With Brent Adamson.
REPLAY of Episode 282: How to Sell to a ‘Challenger Customer.’ With Brent Adamson.
ratings:
Length:
46 minutes
Released:
Nov 24, 2016
Format:
Podcast episode
Description
Joining me on this episode of Accelerate! is Brent Adamson, Principal Executive Advisor at CEB and co-author of the bestselling books, The Challenger Sale and most recently, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Among the many topics Brent and I discuss are how the ‘challenger customer’ paradigm presents a challenge both for the buyer and the seller, how it forces sellers to adapt their processes, and strategies for creating a mental model of the customer’s business and strategy and how ‘selling low’ to establish stakeholder consensus is an effective sales strategy.
MORE ABOUT BRENT ADAMSON Who is your sales role model? Steve Jobs, because I’m in the business of selling ideas.
What’s one book that everyone should read? Any book that gets you to say, “Huh, I never thought of it that way before”.
What music is on your playlist right now? O.A.R., Dave Matthews
CONTACT BRENT ADAMSON Website: CEBGlobal.com
CEB Sales Leadership Council
CEB Marketing Leadership Council
MORE ABOUT BRENT ADAMSON Who is your sales role model? Steve Jobs, because I’m in the business of selling ideas.
What’s one book that everyone should read? Any book that gets you to say, “Huh, I never thought of it that way before”.
What music is on your playlist right now? O.A.R., Dave Matthews
CONTACT BRENT ADAMSON Website: CEBGlobal.com
CEB Sales Leadership Council
CEB Marketing Leadership Council
Released:
Nov 24, 2016
Format:
Podcast episode
Titles in the series (100)
Episode 7: Sales Differentiation, with Leanne Hoagland-Smith: In this episode, Leanne Hoagland-Smith (noted sales blogger, business coach and author of “How to be the Red Jacket in a Sea of Gray Suits” ) dishes out the straight talk advice on how to deliberately plan for sales success. by Sales Strategy & Enablement by Revenue.io