The Challenger Sale
How to take control of the client conversation
This book is about pitching and selling more complex business solutions in a Business-to-Business situation. It is based on global research among a range of business categories. There are dramatic findings, like: It is not what you sell but how you sell. The core principle of winning is what your frontline people teach clients. Another key discovery is the profile of your frontline people. This profile emerged from the research. The authors called them Challengers. And that is what they do, they challenge the status quo of the client’s business. Challengers outperform core performers by 200% in winning pitches and closing deals. The book is a blueprint of how you beat the competition in pitches and how you keep clients loyal, year after year.
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The Challenger Sale
The Challenger Sale is a book based on global research, how to win pitches and generate more revenue from existing clients, while keeping them loyal. There are some dramatic and unexpected findings of misconceptions of the reality in pitch situations and selling more complex solutions in a Business-to Business environment. The overall conclusion of the research is that people with a Challenger’s profile outperform other frontline people by 200%.
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Podcast transcript
Thought Leader Engagement Program
Thought Leadership comes from books and is the value of innovative thinking. It is about pushing boundaries of existing thinking. With the 'Share a book' program you will share innovative thinking. It is a ready-to-go program, which you can easily implement for your own people, your clients, potential clients and friends. See the link below to download the Cover letter, the Newsletter and the screenshot of the book.