The Challenger Sale

Based on an extensive study of thousands of sales reps across multiple industries, 'The Challenger Sale' argues that classic relationship building is less effective, especially in complex business-to-business sales.

The authors identify five distinct sales profiles, with the 'Challenger' being the highest performer.

Challengers approach customers with unique insights, tailor their message to the customer's needs, and assertively take control of the sale.

The book provides a framework for identifying and training sales reps to adopt the Challenger approach, which can lead to higher customer loyalty and greater growth.