Challenging buyers to disrupt their status quo, change, and choose you.
This strategy, as popularized by the Challenger Sales Model, is one of the most recognized sales training methods today.
The economy has fundamentally transformed over the last decade since Geoffrey Moore’s article on provocation based selling. Most companies have moved away from a one-time sale of products and services to subscription-based business models.
Today, the vast majority of a business’ revenue (70-80 percent) comes from existing customers. If challenging your existing customers isn’t effective; what is?
Learn 3 great strategies for customer expansion from the link below by the team at Corporate Visions.
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