Is Relationship Selling Dead?
That’s the premise of The Challenger Sale by Matthew Dixon. Of course, the message of the book is more subtle. What The Challenger Sale actually suggests is that your customer relationships will generate more sales only when you continue to produce strategic value for your customers. Customers have many options available to them; competitive intensity continues to grow and the pace of evolution continues to accelerate. Customers demand expertise, initiative and innovation. They expect you …
