Ever since CEB (now Gartner) published The Challenger Sale in 2011, the book has attracted much publicity. It provides five different profiles (detailed here) based on research of 6,000 individuals. They are:
The research in the book indicates that individuals with a Challenger profile will outperform all other profile types. Good so far.
The book also presents the concept of Challengers building “constructive tension” using three elements:
Teach – Offers unique perspective and maintains two-way communication
Tailor – Knows customer value drivers and identifies economic drivers
Take Control – Is comfortable discussing money and can pressure the customer
The premise is […]