Tim Shi

“One of our recent studies revealed that while all reps start their sales efforts by mapping out stakeholders within the customer organization, core performers then move to what would seem like the logical next step—understanding needs and mapping solutions against those needs. But high performers do something very different. They extend this part of the sales process by digging into these individual stakeholders’ varying goals and biases, as well as business and personal objectives.”
― Matthew Dixon, The Challenger Sale: Taking Control of the Customer Conversation

“All we have to decide is what to do with the time that is given us.”
― J.R.R. Tolkien, The Fellowship of the Ring

“But even in this early stage of the sale, Challengers know better. They sniff out these “foils” immediately and press the contact for expanded access in exchange for continued dialogue. When these contacts don’t grant the access Challenger reps know will be critical to completing the sale, their response is to cut the sales effort short and move on to the next opportunity.”
― Matthew Dixon, The Challenger Sale: Taking Control of the Customer Conversation