Breaking Through the New Buyer's Journey

The Challenger Sales Model came to light of day in 2011, with the release of the book, “The Challenger Sale” by Matthew Dixon and Brent Adamson. Today, in mid-2018, it’s more relevant than ever. Especially if your channel partners apply an account-based selling strategy and not a commodity-based strategy. This is driven by the realities of how the buyer’s journey has changed, disrupted by the Internet and the power of Google searches. The bottom line is this: much of the “shopping” for a product is completed before the customer ever visits your channel partner. When, and if, they finally see a partner their goal today is to negotiate a price and delivery. It’s essential that your channel par

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