“Imagine a world where all your reps- or at least many more of them – performed like stars. What would that be worth to you?” (The Challenger Sale, page 15)
Wouldn’t it be great if you could bottle what your best sales reps do and sprinkle it over all the rest? In the quest to do just that by understanding what top-performing sales reps do, Matthew Dixon and Brent Adamson, authors of The Challenger Sale, performed an exhaustive study of thousands of sales reps and discovered something that is shaking the ground as a breakthrough!
They dethroned traditional beliefs and identified specifically who the stars are and what they do differently than the others. You may be surprised!
Enjoy my summary of my top 3 lesson learned from The Challenger Sale: Taking Control of the Customer Conversation.