The Challenger Sale book cover
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The Challenger Sale

by Matthew Dixon, Brent Adamson
🎧 25 min listen Marketing & Sales

The salespeople who win aren't the friendliest. They're the ones who challenge.

Key Ideas
Chapter 1 Relationship Builders are the lowest-performing sales profil…

Relationship Builders are the lowest-performing sales profile - likability doesn't close deals. Challengers win by teaching customers something surpri…

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The Challenger Sale
For decades, sales wisdom said build relationships, be
likable, stay close to the customer. Then CEB's massive
research study blew that up. The reps who consistently
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The Challenger Sale

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