The Challenger Sale

This book delves into the secrets of sales success and argues that classic relationship building is not enough, especially when it comes to selling complex business-to-business solutions. The authors conducted an exhaustive study that found every sales rep in the world falls into one of five distinct profiles, and only one consistently delivers high performance: the Challenger. This book explains how Challengers approach customers with unique insights and tailor their message to customers' specific needs and objectives. The skills and behaviors of Challengers can be taught to the average sales rep for greater growth and customer loyalty.