The Challenger Sale by Matthew Dixon & Brent Adamson

In their book, The Challenger Sale, Dixon and Adamson tell us that surveys suggest that customers place the highest value on salespeople who make them think, who bring new ideas to them and who find innovative ways to help their business.

Customers expect salespeople to teach them things that they don’t know, and these are the core skills of Challengers — the new type of salesperson we should employ. Join us for the next ten minutes as we find out more about the Challenger, and how to take control of the customer conversation.

Lesson 1: Sales Reps R Us

Dixon and Adamson suggest that there are 5 types of sales reps.

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