Unlock this Executive Book Summary® now for FREE!
Already a Summary.com member? Sign in.
The Challenger Sale
Taking Control of the Customer Conversation
15min reading time
/
20min listening time
Share this summary
About the Summary
Based on a study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors’ study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, but only one-the Challenger- delivers consistently high performance.
More Summaries
-
The Art of Selling Your Business
John Warrillow
-
Negotiation Made Simple
John Lowry
-
B2B Street Fighting
Brian Dietmeyer
-
Inspire
Yazmín Torres Padilla
-
The Perfect Salesforce
Derek Gatehouse
-
Exceptional Selling
Jeff Thull