What is the secret to successful sales? Most business executives would say it's a matter of good relationships. And yet, a successful salesperson is not the one who builds and maintains relationships with customers, but the one who advocates. Matthew Dixon and Brent Adamson thoroughly researched the skills, behaviors, and knowledge necessary for an exceptional salesperson, and concluded that only one type of sales professional can consistently achieve high performance: the challenger.

• So what are the characteristics of a challenger?
• How can the average salesperson adopt the techniques and strategies that will lead to high performance?
• How does it differentiate from other salespeople in approaching the customer?
• How can the message it wants to convey resonate with the customer?
• How can it always have the necessary drive and determination, but also the flexibility to back down when necessary?
• How can it have complete control over every sale, adapting its strategy based on the customer's specific needs and goals, without compromising on every demand?

Data in the sales field is constantly changing. So if you want to know how customers buy and how salespeople should sell, this book will show you the way to skyrocket your sales to an even higher level.