A study of high-performing sales reps, “The Challenger Sale,” was published 10 years ago. Now Gartner for Sales Leaders has released new insight into another unconventional approach striking a chord in the sales world. We call it “sense making,” an approach that helps prospects make sense of an information-overloaded commercial landscape.

Sales reps use this approach by addressing the two buyer attributes with the greatest impact on the chances of winning a high-quality, low-regret deal.

How can Challenger™ and non-Challenger organizations embrace sense making?

Download the latest insight to learn more.