The best-selling sales book, The Challenger Sale, introduces a new kind of salesperson: the Challenger Rep. Regular salespeople pound streets, pitch, and push to close sales. The Challenger Rep operates on a higher plane: teaching, tailoring, and controlling conversations.
Most sales books fatten thin ideas with bold claims, soggy writing, and bad metaphors. Distilling these books down to their essence reveals the substance of the ideas.
Is The Challenger Sale another overheated sales book? Is the Challenger Rep a practical concept for real-world salespeople? Or, a work of fantasy, designed to sell sales training courses?Read More