![]() ![]() So, their core selling point was, “we generate 90% less waste than laser”. ![]() Previously, Xerox believed that their customers cared about reducing waste. Here’s how Xerox used the approach to increase their sales by 17%. This question is at the heart of the Challenger sales approach. ![]() “What’s currently costing our customers more money than they realize that only we can help them fix?” How does the challenger sales model work?
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