Category Archives: Challenger Sale

How to apply the Challenger Sale…when you’re not a challenger


Apply the challenger sale

“I don’t accept the status quo. I do accept Visa, MasterCard, or American Express.” Stephen Colbert I’m a fan of The Challenger Sale – despite the fact that the book came out the same year as mine (2011) and promptly soared past me. If you’re not familiar with the book or the premise, authors Matt Dixon and Brent Adamson identified 5 types of sellers: The Relationship-Builder, The Hard Worker, The Lone Wolf, The Reactive Problem Solver and, of course, The Challenger. I’m not giving anything away when I tell you that they believe Challengers to be uniquely poised for success in today’s marketplace. Why? Because Challengers enter each business opportunity with a deep understanding of their client’s business, tailor messaging to each role and are not afraid to question, yes, even challenge a customer’s beliefs. All of which makes sense especially when many of us work with customers who are Read More

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Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment