Mathew Dixon, Rory Channer, Karen Freeman, Ted McKenna: The Activator Advantage
The Activator's are type of B2B sellers, that are the most effective in Professional services selling environment.
Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman: The Challenger Customer
How sales should work with customers in the world where consensus buying is based on 5.4 stakeholders are deciding. This is what the Challenger customer is all about.
Matthew Dixon, Brent Adamson: The Challenger Sale; Taking Control of the Customer Conversation
History of sales The history of sales has been one of steady progress interrupted by a few real breakthroughs. First breakthrough was... Read More