The Challenger Sale

Document Outline

• COVER
• TITLE PAGE
• COPYRIGHT
• DEDICATION
• CONTENTS
• FOREWORD
• INTRODUCTION — A SURPRISING LOOK INTO THE FUTURE
• 1 — THE EVOLVING JOURNEY OF SOLUTION SELLING
• 2 — THE CHALLENGER (PART 1): A NEW MODEL FOR HIGH PERFORMANCE
• 3 — THE CHALLENGER (PART 2): EXPORTING THE MODEL TO THE CORE
• 4 — TEACHING FOR DIFFERENTIATION (PART 1): WHY INSIGHT MATTERS
• 5 — TEACHING FOR DIFFERENTIATION (PART 2): HOW TO BUILD INSIGHT-LED CONVERSATIONS
• 6 — TAILORING FOR RESONANCE
• 7 — TAKING CONTROL OF THE SALE
• 8 — THE MANAGER AND THE CHALLENGER SELLING MODEL
• 9 — IMPLEMENTATION LESSONS FROM THE EARLY ADOPTERS
• AFTERWORD — CHALLENGING BEYOND SALES
• ACKNOWLEDGMENTS
• APPENDIX A — Excerpt from the Challenger Coaching Guide
• APPENDIX B — Selling Style Self-Diagnostic
• APPENDIX C — Challenger Hiring Guide: Key Questions to Ask in the Interview
• INDEX