Gartner’s research found that when considering a purchase, B2B buyers only spend 17% of their time meeting with potential suppliers. Research from Gartner highlights a growing trend in the customer buying journey. What does “The Challenger Sale” say about customer conversations?

How to apply the Challenger sales methodology.How to adopt the Challenger sales methodology in five Steps.Using 'Reframe' to turn your sales team into Challengers.What are the pros and cons of the Challenger sales methodology?.How can businesses benefit from Challenger selling?.To summarize, in this piece we are going to look at: Instead, they argue that sales reps who take control of a sale and teach their prospects how to solve their problem are more successful than sales people who spend long amounts of time building a relationship with their lead. The authors say that when it comes to top-performing sales reps, building relationships is the least effective strategy in closing sales. However, the authors of “The Challenger Sale”, Matthew Dixon and Brent Adamson, have different ideas, which they explain through their challenger sales model. Many sales strategies would lead you to believe that building relationships with prospects is an integral part of the sales process.

The challenger sale workbook