The following article by Mark Busse was published on December 9, 2013 in Design Edge Canada Magazine.
As a young design producer I was convinced my job was to keep clients happy. To service them to death. To deliver what they asked for on time, on budget, and with a smile. I also thought it wasn’t my job to do sales. I was wrong.
I recently read a powerful book called The Challenger Sale and attended a workshop presented by the author Matthew Dixon, executive director of strategic research at the business performance consulting firm Corporate Executive Board. Based on extensive study of sales professionals, their customers and the buying process, Dixon has turned the conventional view of business development and sales on its head. Turns out most of us have it all wrong.
Read more at Design Edge Canada.