The results of the analysis are striking, and some may be surprised by the main thesis, viz., When selling complex solutions the highest-performing reps were challengers and the lowest-performing reps were relationship builders. When the analysis was completed by Dixon, Adamson and their colleagues, five different types of sales reps emerged: the hard worker, the challenger, the relationship builder, the lone wolf and the reactive problem solver.
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Challengers are able to teach for differentiation, tailor for resonance, and take control of the sale. This is not trivial work, and the conclusions drawn from the data are not to be ignored. It is based on original research with 700 sales people, followed by a global analysis of 6,000 sales professionals involved in large-scale, complex, B2B sales. Now, this hypothesis is not conjured up in a vacuum.
#Who wrote the challenger sale drivers#
![who wrote the challenger sale who wrote the challenger sale](https://images-na.ssl-images-amazon.com/images/I/31DeWvkRxCL.jpg)
Knows the individual customer’s value drivers.Has strong two-way communication skills.Offers the customer unique perspectives.Instead it describes a new kind of B2B sales winner – the Challenger – who has six specific attributes. The hypothesis it sets out flies in the face of the conventional wisdom that suggests that complex B2B selling is all about relationships. The Challenger Sale comes from Matthew Dixon and Brent Adamson of the Sales Executive Council, part of the Corporate Executive Board. Actually, if you don’t generally read sales books at all, you should make an exception in this case and read this one. If you read one sales book this year, The Challenger Sale should be the one.
#Who wrote the challenger sale software#
![who wrote the challenger sale who wrote the challenger sale](https://images-na.ssl-images-amazon.com/images/I/51gVur4OjeL._SY291_BO1,204,203,200_QL40_ML2_.jpg)