How Should Sales People Be Challenging Their Customers?


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Challenging, providing insight, getting your customers to think about their businesses differently is critical to engaging customers and creating value. My friends at OpenView Labs asked me, “How should sales people be challenging their customers?”

For the rest of the article, take a look at OpenView Labs’ site: How Should Sales People Be Challenging Their Customers?

Republished with author's permission from original post.

Dave Brock
Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments. His consulting clients include companies in the semiconductor, aerospace, electronics, consumer products, computer, telecommunications, retailing, internet, software, professional and financial services industries.


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