The GTMnow Podcast 37: The Fundamentals of Challenger Selling with Challenger Author, Brent Adamson
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Dec 11, 2018 
Brent Adamson, a distinguished vice president at Gartner and co-author of influential sales books, shares his expertise on Challenger Selling. He delves into the importance of adapting sales strategies to complex purchasing behaviors and understanding customer mental models. Brent highlights the critical role of 'mobilizers' in driving consensus within organizations, emphasizing that effective selling requires engaging multiple stakeholders. He also offers insights on fostering change through meaningful conversations and establishing credibility in today's dynamic sales landscape.
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Challenger Profile Drives Outperformance
- Top performers fall into five profiles and one consistently outperforms the rest across studies.
- The 'Challenger' profile wins by teaching customers new ways to think, not by being aggressive.
Build Then Break The Customer Model
- First build the customer's mental model: how they think about their business and priorities.
- Then break that model by showing what they're overlooking to open them to change.
Buying Has Changed — Study Buyers First
- Buying behavior changed dramatically since The Challenger Sale was published; sellers must study buyers' behavior.
- The Challenger Customer focuses on how customers buy, not just on how to sell.