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The power of insight!


I was reading this fascinating book - The Challenger Sale by Matthew Dixon and Brent Adamson about what makes Sales people successful based on research from CEB and it just struck me that the Challenger profile applies for practically any service job. (And the book does mention that)

But more importantly, in tune with my earlier post on relationship management, the book trashes the point of relationship management and these sentences caught my eye, 

"Personally, I believe that a customer relationship is a result of and not the cause of successful selling. It is a reward that the salesperson earns by creating value." 

"The corollary to being a Relationship builder is to be seen as an order taker in other functional areas" [Quotes from the book]

Nuff said. 

But moving on, in any work we do, it is important that we generate insight - and the Challenger profile of people do exactly that. 

But yes, all in all a fascinating read - for anybody in any field really - though the book is largely about sales...
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