The Challenger Sale by Matthew Dixon (8/40)

While most sales books focus on ‘leading with’ your product, The Challenger Sale focuses on ‘leading to’ your product. The clever switch runs through a process where you outline concerns in your market space and how these concerns are genuinely affecting other customers. Your product then shows them a way to overcome these concerns – and other others they encounter. The book also outlines how you can market this out to capture the interest of other companies. 

Highly recommended reading for anyone who’s finding sales a little challenging.

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Contributor: Mark Pearce from Inverse Energy

Written by Taegan Lion

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