The Challenger Sale
This book was a breath of fresh air with insights on how customers buy, what they value from a professional sales person and how today's top performing sales professionals behave.The Challenger Sale: Taking Control of the Customer Conversation, targets the aspiring sales professional and sales leader. However, it is much more.
The book’s message is one of marketing strategy and tactics - how to attract, build and sustain customer relationships that result in sales. You may have a killer product, but we all know they don't sell themselves and success in the market through getting your killer product/service sold is the critical factor for survival.
Old Wine in New Bottles?
The skeptic surfaced in me as I began reading the categorization of sales behavior types, - everything old is new again, but I disciplined myself to read on. The findings are consistent with my experience in sales and as a management consultant....but again this is hardly earth shattering.The book describes, in detail, the attributes that define “Challenger behavior.” As I read on, I found the research evidence to be insightful, credible and compelling and it resonated with me.
