The sales world has been abuzz since the 2012 release of a book with self-proclaimed “revolutionary” research about how the buyer-seller relationship has changed because of the wealth of information on the Internet.
In fact, they proclaim that, of the five “types” of salespeople, only those who “challenge” their buyers with new information are successful in this new world.
It sounds like they read our third book, Rethinking The Sales Cycle, published in 2009. Two years earlier.
In fact, since the inception of CCS® in 2002, we have been teaching salespeople how to navigate these new conversations with better-educated buyers.
Thanks for validating our approach.