37: The Fundamentals of Challenger Selling with Challenger Author, Brent Adamson
The GTM Podcast
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Mastering the Challenger Sale
This chapter explores the Challenger Sale methodology, detailing its effectiveness in evolving market conditions and contrasting it with traditional sales approaches. It emphasizes the importance of understanding customer mental models and adapting sales strategies to complex purchasing behaviors. The discussion highlights the need for sales professionals to build relationships while also challenging customers' perspectives, addressing the emergence of the Challenger Customer in today's B2B landscape.
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