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CUSTOMER INSIGHT NEWS: Sales must challenge customers

Sales must challenge potential customers and forget about building relationships according to research by Advisory firm CEB.

The research revealed several personality profiles sales reps fall under. The most likely to win was ‘the challenger’ – someone who pushes customers to think differently about their business. The least likely to be successful was ‘the relationship builder’.

The research, from 600 companies and 6000 sales professionals, indicates thought leadership is more important than ever. 

The report reveals insight delivered through the sales experience is the most significant differentiator for winning business and building loyalty. It also confirms customers are doing their own research before approaching a sales rep, almost 60 per cent of the decision making process is complete by the time a customer contacts the selling organisation.

Follow the link for more information or to buy the report