The Challenger Style

and Its Impact on Sales Selection

This White Paper responds to this article, which appeared on the Harvard Business Review Blog. The HBR article introduced a new selling style called the Challenger:

  1. It categorizes salespeople into 1 of 5 styles.
  2. It concludes that salespeople who belong to the “Challenger” style dramatically outperform relationship builders.
Written by: Dave Kurlan | Pages 3

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