Stop asking questions: use the challenger approach & tell customers what they need to know!

In a world of information overload and so many different points of view, it can be hard to cut through the noise and figure out what's useful. For salespeople and account managers, an emerging theme recently is the concept of the challenger approach.

SAM, Account ManagementPeter Browne30 April 2015SAM, Strategic Account Management, KAM, Key Account Management, AM, Account Management, Relationships Management, Senior Executives, C-Level Executives, Questioning, Challenge, Challenger Approach, ResultsComment