Over the next few weeks, Ryan worked with the retailer to develop a customized solution that would help them use data analytics to drive their business. He challenged their assumptions and pushed them to think differently about their business.
The executive was impressed. For the first time, someone had shown him a new way to think about his business. He was intrigued by Ryan's ideas and asked him to come back with a proposal. the challenger sale pdf 2
And in the end, Ryan won the deal. The retailer signed a contract for his software, and Ryan finally felt like he was on track to meet his sales targets. Over the next few weeks, Ryan worked with