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Challenger Sale: The Truth About ‘Insight’
With the rise in popularity of The Challenger Sale, there is one particular attribute of CEB’s research that has seemed to capture the attention of reps, consultants and sales training companies...
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Challenger Sale: Three Types of Tension
Whether you realize it or not, every sales call produces tension. But only one type of tension contributes to successful outcomes. Which of the three types most closely represents your approach?...
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B2B: Why Thought-Leadership Falls Short
When it comes to thought leadership, an image like the one to the left often comes to mind for people. The recent thinking goes something like the following… Customers want to be presented with new...
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