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4 Responses to “Why is Executing Go to Market Strategy so Hard?”

  1. Very sensible & nuanced presentation of the Tech sales landscape & how to move the Sales process forward.

Trackbacks/Pingbacks

  1. The Challenger Sales Model – Exporting the Model to the Core | Four Quadrant Marketing Resource Blog : Four Quadrant - January 4, 2014

    […] increased customer risk aversion.  A key in taking control of the customer conversation is to be engaged with individuals who have the power to either make decisions or to significantly influence d….  Control is not meant to be an aggressive, bullying or one-sided conversation, but is used to […]

  2. The Challenger Sales Model – Exporting the Model to the Core - July 17, 2016

    […] increased customer risk aversion.  A key in taking control of the customer conversation is to be engaged with individuals who have the power to either make decisions or to significantly influence d….  Control is not meant to be an aggressive, bullying or one-sided conversation, but is used to […]

  3. Taking Control of the Customer Conversation - Four Quadrant Blog - September 11, 2016

    […] attitudes or are willing to go out on a limb by themselves to make a six or seven digit purchase.  Instead, executives are looking for cross-functional, unanimous consensus before they give their sta….  In fact, CEB research found executives today require widespread support by the entire team […]

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