According to the research, Challengers represent 40% of all high-performing sales reps in complex sales. In contrast, Relationship Builders represent only 7%. What Makes a Challenger?
Matthew Dixon
For decades, the golden rule of sales was simple: build a great relationship with your client, and the sales will follow. However, Dixon and Adamson’s research—which involved studying thousands of sales reps across various industries—revealed a shocking truth. In complex, B2B sales environments, the "Relationship Builder" is actually the least likely to be a top performer. The Challenger Sale by Matthew Dixon EPUB
According to the research, Challengers represent 40% of all high-performing sales reps in complex sales. In contrast, Relationship Builders represent only 7%. What Makes a Challenger?
Matthew Dixon
For decades, the golden rule of sales was simple: build a great relationship with your client, and the sales will follow. However, Dixon and Adamson’s research—which involved studying thousands of sales reps across various industries—revealed a shocking truth. In complex, B2B sales environments, the "Relationship Builder" is actually the least likely to be a top performer.
