We’ll walk through the importance of strategic alignment, both internally and with the external marketplace, and how to ensure your strategy aligns with these new buyers. We’ll discuss the changes in buyer dynamics, and the concept of the buying decision team. Next, we will review how to apply “The Challenger Customer” to your organization.

And why you must look at your overall sales strategy when solving your sales problems. In order to overcome this issue, we’ll explain why you must understand the difference between strategy and tactics. Too often sales teams end up competing on price. Specifically, we will discuss how this book applies to competitive differentiation. We start the show by examining the impact the book can have on sales. It was written as a sequel to the highly successful book, “The Challenger Sale.” Watch here as my colleague, Andrew Urteaga, and I review this critically acclaimed book to determine how it can help drive revenue growth.

“The Challenger Customer” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman was one of the most popular sales books last year. View on YouTubeAug| Drew Kiran Review of the “The Challenger Customer” and its Impact on Your Sales Strategy We breakdown this crucially acclaimed sales book to understand how it can drive revenue growth.

The challenger sale workbook