In 2011, “The Challenger Sale” rocked decades of conventional wisdom with a bold new approach to sales. Classic relationship building is a losing approach; salespeople who CHALLENGE their customers deliver consistently high performance. Pat Spenner & Nick Toman got in on the follow up, “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results”, which just hit shelves on 9/8/2015! Being a Challenger seller is NOT enough. Your success or failure also depends on who you challenge.
