![]() ![]() ![]() What separated the winners from the second place finisher in their most recent purchase, and that governed about $3 billion in sales. “CEB really looked at serving sales managers to understand the behaviors of their most successful sales people, whereas RAIN looked more at it from a buyers’ perspective. Jason and Jeff start by discussing the approach to research that each firm took with their thought leadership. In this episode, Jason and Jeff take a look at the two opposing sales methodologies of Gartner (formerly CEB) in their book, The Challenger Sale and RAIN Group in their book, Insight Selling.įull disclosure, we’re not in the business of sales training or business development consulting, so this is more from the lens of looking at the intellectual capital and the thought leadership agenda and at the point of view that these firms are putting in the market place.
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