Compelling Research About How To Sell Effectively Today

I recently interviewed Brent Adamson, co-author of one of my favorite sales books, The Challenger Sale. His groundbreaking research at CEB has totally changed how we talk about sales in the past few years.

In our conversation, Brent shared the results of CEB's most recent research -- and what that means to salespeople. Here are four key takeaways on changes in the buying process and actions you can take to advance the sale: