Naturally, that caused some traditionally-minded sales experts to vehemently disagree with Dixon and Adamson, but the CEB colleagues weren’t shy about reaffirming their theory in a widely-read follow up article for the Harvard Business Review titled, “ The End of Solution Sales,” which they co-published with CEB senior director Nicholas Toman. Last spring, Matt Dixon and Brent Adamson’s new sales book, The Challenger Sale: Taking Control of the Customer Conversation, generated quite a bit of buzz in the business world for challenging conventional selling wisdom and bringing a new theory to the world of enterprise sales.
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