Yet a handful succeeded in selling despite the downturn. But the results of a huge research study of sales reps in the wake of the 2008-09 recession upended that thinking and led to a new model for business-to-business, or B2B, sales.ĭuring the recession, business dried up for most sales reps. It’s long been conventional wisdom that the key to sales success is building strong relationships with customers. 1-Page Summary 1-Page Book Summary of The Challenger Sale Fast Summary of Shortform's Guide to The Challenger Sale
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