The document discusses the need for salespeople to shift from being "relationship sellers" to "challenger sellers" who focus on solving business problems rather than just building personal relationships. It notes that clients are now more skeptical and that the old approaches of using social activities like mani pedis will not be as effective. It advocates recruiting a different type of salesperson who can address clients' underlying business challenges.

1. Is Mani Pedi
Selling Dead?
Jim Nichols
VP, Marketing

2. From the dawn of time…

3. Performance

4. The Challenger Sale
Relationship Seller
Hard Worker
Reactive Problem Solver
Challenger Seller
Lone Wolf

5. EXAMPLE
Our cross-device training process
 Multiday trainings on the ins and outs
 4 tech learning sessions
 Regional- and vertical- specific training
 Our experts on a 600 meeting blitz over 3 weeks
 28 industry events – including online events with 3rd party researchers
 Research instead of schwag

6. “You don’t close those people
over a mani pedi or a cocktail.”

7.  Get past the stereotypes!
 Recruit and reward a different kind of person – a challenger!
 Recognize that our clients are now skeptical for a reason!
 Solve the business problem, not the chipped lacquer problem!