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BayGroup International’s work with DuPont has been profiled in the new business book The Challenger Sale by Matthew Dixon and Brent Adamson of the Sales Executive Council (part of the Corporate Executive Board).

BayGroup International sales performance methodology is referenced in the book, including an in-depth profile of the DuPont's implementation of Situational Sales Negotiation™ in a chapter entitled “Taking Control of the Sales Process.”

Before appearing in the The Challenger Sale the DuPont case study was featured in the 2009 Sales Executive Council research report “Replicating the New High Performer: Equip Your Reps to Challenge Customers.”  In that study the Corporate Executive Board described DuPont’s 68:1 return on investment in its work with BayGroup International, and described the approach as “A principled road map [that] guides reps through high-tension negotiation conversations.  Simple but powerful language enables reps to focus the negotiation on value instead of following the customer’s lead into an early price conversation.”

According to Ron D’Andrea, President of BayGroup International, “We are proud to be the only organization (apart from the author’s own) profiled in SEC’s excellent book.  Our multi-year partnership with DuPont has produced real bottom-line results, and illustrates how BayGroup International’s approach is validated by the Sales Executive Council’s research.”

To learn more about BayGroup International’s work with DuPont, click here.

To learn more about Situational Sales Negotiation™, click here.