News
Google News: The Truth Hurts: Why The Customer Is NOT Always Right
[Business 2 Community] - In an August article for the Harvard Business Review, Brent Adamson, Matthew Dixon, and Nicholas Toman — all of whom work for CEB, a global leadership consultancy — presented a somewhat contrarian counterpoint to a very cliché argument.
Google News: Should Challenger Sales Reps "Own" Lead Generation?
[Business 2 Community] - In this important book, Matthew Dixon and Brent Adamson argue that what business buyers really want from their potential vendors – and by extension their sales reps – are fresh insights about how to improve their business. Dixon and Adamson are
Why 'what keeps you up at night?' and other solution-selling cliches just don ...
business.financialpost.com
[Financial Post] - In their HBR article, “The End of Solution Sales,” authors Brent Adamson, Matthew Dixon, and Nicholas Toman contend that Insight Selling is a better way to sell. Its effectiveness is backed up by CEB research of thousands of sales reps from hundreds of
This Week in Small Business: The Van Indicator - NYTimes.com
boss.blogs.nytimes.com
Brent Adamson, Matthew Dixon, and Nicholas Toman believe that if the customer is always right, you're in trouble. “If we go back five years, customers used to have few options but to speak with suppliers relatively early in a ...
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