The Difference Between My Approach and Challenger

My version of the modern sales approach isn’t very much like that described in The Challenger Sale, with the exception of the use of insights, and even there we use them in different ways. I am writing this because I am often asked about the differences. While I don’t have access to Dixon and Adamson’s content beyond the book, I have had enough salespeople share with me what they learned so that I can explain some of where our approaches are at odds.

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