The Challenger Sale
Best-selling book from CEB uses research to confront traditional sales wisdom.
In a world of hesitant, risk-averse, empowered customers, what sales approach consistently wins?
To find out, CEB surveyed over 6,000 sales reps across geographies and industries. The research revealed that sales reps fall into one of five profiles:
- The Hard Worker
- The Problem Solver
- The Challenger
- The Relationship Builder
- The Lone Wolf
Each profile can turn in average performance, but only one consistently outperforms – the Challenger.
Be a ChallengerTest Your Challenger Skills Build a Challenger Organization
CEB and Georgetown McDonough Executive Education have partnered to deliver a 3-day executive education course on successful strategy and leadership.