The Challenger Sale by Matthew Dixon, Brent Adamson (13/20)

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The Challenger Sale introduced an entirely new approach to selling. The common method of solution selling is made irrelevant by the new Challenger model, where sales teams and reps take charge of the situation. Challengers attempt to teach their prospects something new about their business and how they can be adding value. A deep understanding of the customer’s business is key here, a lesson that can be applied to many roles.

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Contributor: Stuart Ridge from VitaMedica

Written by Taegan Lion

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