“The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the profession. These breakthroughs, marked by radical new thinking and dramatic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did.”
—Professor Neil Rackham, author of SPIN Selling
The best salespeople don't just build relationships with customers. They challenge them.
Based on a study of thousands of sales reps across multiple industries and geographies, Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board found that every sales rep falls into one of five distinct profiles, and only one-the Challenger- delivers consistently high performance.