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Taking Control of the Customer Conversation
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.
In this 8-page text and 20-minute audio summary of The Challenger Sale, you will learn:
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By Jeff Thull
By Ram Charan