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| | SALES CHALLENGER
FEBRUARY 13, 2012 Putting the Swagger Back in Sales
Matt Dixon and Brent Adamson, authors of The Challenger Sale , were recently featured in Sales & Marketing Management , where they explained the logic behind the controversial notion that complex B2B sales is more about confidence and less about relationships. Here are excerpts from the Q&A: SMM: There has been a lot of debate online about the theories you propose in your new book.
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