How Challenger model can help accountants | AccountingWEB

How Challenger model can help accountants

Mark Lee returns to a topic that generated much interest earlier in the year. Here he interviews Paul Roberts about how he used the Challenger sales research in real life and how accountants might apply the concept.

A previous article Are challenging accountants more successful? explored how accountants could distinguish themselves by adopting the ‘challenger’ model. Many of the comments on that piece encouraged me to write a follow-up article.

Rather than simply summarise third party research I asked Paul Roberts...


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