In the Challenger Sale, Matt Dixon and Brent Adamson lay out the ideas and strategies behind some of the most successful sales teams - and reps - today. Neil Rackham, author of the mega-bestseller Spin Selling, called Challenger Sale “The most important advance in selling for many years.” Like Spin Selling, Challenger Sale researched 6,000+ salespeople and 90+ companies across different industries to determine the characteristics and approaches that successful sales reps take, and provide a roadmap for selling more effectively. Matt and Brent believe that solution selling is no longer effective, and buyers are fed up with answering questions and probes from sales reps who deliver no value. This summary will walk you through a new approach to successful selling - the Challenger model. We’ll start with some key terms, jump into the full summary, and end with sharable quotes you can use to show off your knowledge (and impress your boss).
Check out the full summary of this famous sales book here: http://cdn2.hubspot.net/hub/250707/file-1162462172-pdf/offers/Challenger-Sale-Summarized.pdf