Commercial Teaching: A sales approach where the rep teaches a prospect how to think about commercial needs. We ll start with some key terms, jump into the full summary, and end with sharable quotes you can use to show off your knowledge (and impress your boss).Ĥ Key Terms Challenger Sale: A sale in which the rep teaches the prospect something about their business, tailors their pitch to resonate with customer concerns, and takes control of the sales process. This summary will walk you through a new approach to successful selling - the Challenger model. Matt and Brent believe that solution selling is no longer effective, and buyers are fed up with answering questions and probes from sales reps who deliver no value. Like Spin Selling, Challenger Sale researched 6,000+ salespeople and 90+ companies across different industries to determine the characteristics and approaches that successful sales reps take, and provide a roadmap for selling more effectively. Neil Rackham, author of the mega-bestseller Spin Selling, called Challenger Sale The most important advance in selling for many years. A 15-page guide to the 240-page sales book.Ģ Contents (Click to Jump to a section) Quick Synopsis Key Terms Chapters 1-3: The Challenger Approach Chapters 4-5: Teach for Differentiation Chapters 6-7: Tailor for Resonance & Take Control Chapters 8-9: Challenger Sales Manager Strut Your Smarts: Quotes Worth Sharing Become a Challenger Sales Rep Acknowledgementsģ Challenger Sale by Matthew Dixon & Brent Adamson on Goodreads Published 2011 Quick Synopsis: In the Challenger Sale, Matt Dixon and Brent Adamson lay out the ideas and strategies behind some of the most successful sales teams - and reps - today. 1 The Challenger Sale d e iz r a m m Su SOUND SMART.