The Challenger Sale, by Matthew Dixon and Brent Adamson, states that the secret to sales success lies in not just building a relationship with clients but genuinely challenging them.
That’s great but is it right for your salespeople? Or your customers?
We’ve created an e-book looking at some of the challenges business will face when trying to adopt a challenger model for their salespeople.
Chapter 1: The Missing Piece – What Challenger isn’t telling you
Chapter 2: Chemistry’s IP & Sales Performance
Chapter 3: Knowing a Challenger when you hire one
Chapter 4: Developing Challengers or not!