In 2007, the Sales Executive Council initiated a landmark study to understand the selling styles that are most effective in a down economy. Their research revealed that one selling style, the Challenger, significantly outperformed all others. Challengers outperform their peers by an even wider margin as the complexity of the selling process increases. What distinguishes Challengers from other reps is their ability to teach customers things they don’t already know, tailor their offerings to different stakeholders involved in the buying process and push customers to take action when they identify better solutions.

Knowledge Test