Reply To: Book recommendation for cloud sales?

Cloud Services University Forums General Channel Sales Book recommendation for cloud sales? Reply To: Book recommendation for cloud sales?

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Brandon K
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5s

It’s the Challenger Sale by Matthew Dixon and Brent Adamson. What makes this such an interesting recommendation is that the principles in this book go AGAINST what everyone in this industry has been doing since the beginning. If you ask cloud sales reps old and new the components of the sale 95% of them will say ask a bunch of questions during the discovery process, go back and formulate a solution and then make a presentation to close the deal. This is known as the consultative sale and is widely used. The Challenger sale takes a more authoritative approach and requires the sales rep to function as an SME that ‘brings’ as much info to the customer as they ‘get’ from them in discovery.