Was I A Premature Challenger?

In today’s B2B sales environment, more informed, connected buyers are driving a very worthwhile change to a more professional and principled, smart and mutually valuable way of engaging in the buying and selling process. Through this we are seeing a continual evolution of sales methodologies that focus on what the customer sees as value.
But just how different are the latest trends in sales methodology to the foundations of the past? How different are they to the best practices of successful salespeople who pioneered non-manipulative selling in years gone by?
A sale is not something you pursue, it’s what happens to you while you are immersed in serving the customer
One of the more recent ‘trends’ in selling is based on the book, The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. According to Amazon, the authors present a case to show… “classic relationship building is a losing approach, especially