In the emerging approach however begins with the rep approaching the stakeholders so he can indirectly approach the decision-maker. The link between stakeholders and decision makers is relatively weak. In the traditional approach, reps pull information from customer stakeholders to present the decision-maker with a more finely tuned pitch. This further underlines the importance of Challenger sales reps, high-performing individuals who respectfully challenge their customers’ perspectives rather than simply agreeing and responding to the perceived needs of those customers.
As sales become more complex the gap between sales performers widen dramatically.
