By Ken Phelan, Posted in Training
The Challenger Channel
I was at a conference a couple of weeks ago where a speaker talked about The Challenger Customer by Brent Adamson. She encouraged us to read it and of course, I did. The book has several great insights about the current B2B selling environment and since that’s what Gotham does for a living I found it very interesting. Two of the author’s key insights are:
Customers are more consensus driven than ever. On average there will be 5.4 decision makers at each customer for ea... read more.