This personality type attempts to become a trusted advisor to prospects, offering free information and insights and networking hard. But in the challenger sales model, the relationship builder is ineffective. Relationship selling is a sales methodology worth exploring and considering for your team. They’re willing to put in lots of effort to achieve their goals and please customers, but they tend to lose sight of prospect perspectives. The hard worker is a driven, ambitious individual. These are the sales rep types as defined in the book: 1. The Challenger Sale uses empirical data to define and explore five major types of sales reps, based on personality traits, habits, and overall sales styles.Īmong these five personality types is one that stands above the rest: the challenger. (At least when it comes to complex B2B deals). Here’s the introductory premise of the book: today’s customers are changing how they buy, so salespeople need to change the way they sell. I’ve covered sales methodologies based on decades-old books, but The Challenger Sale is more modern, first published in 2011. The challenger sales model comes from the bestselling book The Challenger Sale, by Matthew Dixon, Brent Adamson, and their CEB Inc.

The 5 Phases of Challenger Selling (+ Examples).

The 7 Key Elements of the Challenger Selling Model.

The challenger sale lone wolf