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BENEFITS OF DOCUMENT

Key take aways from the best selling book
Ready-made presentation to share with your manager & teams

DOCUMENT DESCRIPTION

Great primer and reusable slides for the best selling book "The Challenger Sale: Taking Control of the Customer Conversation", November 10, 2011, by Matthew Dixon and Brent Adamson.

Use it as reminder of the key concepts you have learned from the book, and share it with your colleagues and your teams to change the way you do B2B marketing and sales.

1-2 Executive summary
3. Customers don't need you the way they used to
4. Solution selling has been the holy grail for a long time...
5. ... but it has increasingly become a burden to both customers and suppliers
6. Can one type of sales rep make a difference?
7. The characteristics of insight selling
8. Insight selling in practice
9. The advantages of insight selling
10. Think about the possibilities
11. Winning at insight selling requires specific capabilities
12. How can you build these capabilities?
13. Partnering

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Source: The Challenger Selling Model Primer PowerPoint document

The Challenger Selling Model Primer

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This business document is categorized under the function(s):

Strategy, Marketing, & Sales

It applies to

File Type: PowerPoint (pptx)

File Size: 1.3 MB

Number of Slides: 15 (includes cover, transition slides)

Related Topic(s): Sales

Purchase includes lifetime product updates. After your purchase, you will receive an email to download this document.

Initial upload date (first version): May 27, 2015
Most recent version published: Jun 16, 2015

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