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  1. The Challenger Sale – Taking Control of the Customer Conversation | Four Quadrant Blog : Four Quadrant - December 9, 2013

    […] new customer acquisition from renewals or installed base selling.  The Challenger Sale refers to splitting the role of selling versus collecting.  In addition, the authors point out that the cost of selling (and the reward or commission) […]

  2. Taking Control of the Customer Conversation - Four Quadrant - July 17, 2016

    […] new customer acquisition from renewals or installed base selling.  The Challenger Sale refers to splitting the role of selling versus collecting.  In addition, the authors point out that the cost of selling (and the reward or commission) […]

  3. Account Based Sales & Marketing - Four Quadrant GTM Strategies - December 30, 2016

    […] Account based sales and marketing requires the sales and marketing teams to work together to develop an upstream strategic sales and marketing plan that targets prospects that have a high propensity to realize value from the offering.  In this […]

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