TSL S2E23 - "Challenger Sale" - Mathew Isaac, Seattle University (2/3)
Dr. Mathew Isaac, Professor at Seattle University and former ZS Consultant, continues his conversation with Dr. Willy Bolander in The Sales Lab. They discuss some interesting, research-backed tactics for soliciting donations (which they agree is a form of selling) using numerical suggestions backed by stories. They then take a dive deep into the ever-popular Challenger Sales methodology. What is it? When is it effective? What challenges do salespeople face when implementing it? Is it sufficient in itself to achieve sales success, or should it be part of a larger adaptive skill set? Join us to find out! Part 2 of 3.
The Sales Lab · Mathew Isaac, Willy Bolander, Ph.D.
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Show Notes
Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list
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