It isn’t the relationship that we build makes our deal happen, but like all these factors it is also an average performance factor. But like us they were shocked too that it isn’t the case. The authors of the book took control to analyze is it the skill set, the behavior or the attitude that simmers the success rate. As, everyone till ages thought that building a perfect sales deal depends on the crucial relationship that you share with your client,but it’s so not. The book deals with few shocking revelations. As part of that work, he has been privileged to partner with some of the greatest thought leaders working in B2B sales and marketing today. In his 13 years at CEB Brent has presented to and worked with tens of thousands of sales and marketing professionals all over the world to redefine what good looks like when it comes to commercial excellence. Well known for both his passion and excitement for great ideas, Brent is a sought-after speaker and facilitator on commercial transformation.
In that role, he serves as the chief story teller for both the Sales Executive Council and Marketing Leadership Council. Whether one agrees with it (I tend to agree with much of what is presented) or not, Matt and Brent have succeeded in getting sales professionals to think differently about what we do and how we engage customers.īrent is the co-author of the bestsellers The Challenger Customer and The Challenger Sale, Brent Adamson is Principal Executive Advisor in CEB’s Sales and Marketing Practice.
The Challenger Sale, co-authored with Brent Adamson, has started the most profound discussion of the profession of selling in decades. Matt is an extraordinary thinker about sales and customer service.