Relationships in business are expected, but they mean nothing without value.
We receive cold calls all the time, it’s shocking how bad they are. There is little to no prep for the majority of them and more people are attempting to be challengers. The Challenger Sale is an awesome book and we’re seeing many organizations implement the concepts with their sales force. It’s an exciting shift. But you can’t just flip a switch and be effective in challenging – it takes a focus on learning, practicing, development. It takes grace.