Joining me on this episode of Accelerate! is Brent Adamson, Principal Executive Advisor at CEB and co-author of the bestselling books, The Challenger Sale and most recently, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Among the many topics Brent and I discuss are how the ‘challenger customer’ paradigm presents a challenge both for the buyer and the seller, how it forces sellers to adapt their processes, and strategies for creating a mental model of the customer’s business and strategy and how ‘selling low’ to establish stakeholder consensus is an effective sales strategy.
Who is your sales role model?
Steve Jobs, because I’m in the business of selling ideas.
What’s one book that everyone should read?
Any book that gets you to say, “Huh, I never thought of it that way before”.
What music is on your playlist right now?
O.A.R., Dave Matthews