“Assertive Selling”, a Choice Made by the Best Sales Representatives

New post on the Sales Culture Blog

Canadian companies are faced with B2B and B2C clients becoming better informed and consequently gaining more control over the sales cycle. Faced with this change in buying behavior, sales professionals must drastically modify their approach and become assertive.


A recent study published by the Sales Executive Council in the United States indicates that business development professionals who get the best sales results today are those who adopt the “Assertive Selling” aproach, also called the Challenger Sale.


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