PAT SPENNER is the strategic initiatives leader in the sales and marketing practice at CEB. All four authors are frequent contributors to the Harvard Business Review and live in the Washington, D.C., metro area. CEB is the leading member-based advisory company. By combining the best practices of thousands of member companies with its advanced research methodologies and human capital analytics, CEB equips senior leaders and their teams with insight and actionable solutions to transform operations.
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Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. You... SEE MORE