Sales and Marketing Performance Blog

Challenger Selling & Whiteboard Storytelling - a perfect combination

Posted by Mark Gibson on Mon, Dec 12, 2011

I've just finished reading and recommend a new book by Matthew Dixon and Brent Addington entitled "The Challenger Sale”; I enjoyed the quality of the writing and the research underpinning the work.  

The challenger sales type has been identified as the most effective in complex B2B selling and was the only sales cohort from the extensive research conducted by the Corporate Executive Board to achieve success during the downturn. Figuring out what Challengers are doing differently, cloning that behavior and recruiting and training more challenger types is a priority recommendation in this book. 
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Topics: killer products, Artesian Solutions, challenger sale, whiteboardselling, challenger selling

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