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In any sales team, all of these B2B salesperson profiles probably exist. These profiles describe a seller’s natural mode of interacting with a prospect and are not mutually exclusive. This seller actively teaches their prospect, tailors their sales process according to customer drivers, and takes control of the customer conversation.Īccording to the research, every B2B salesperson falls into one of these five different profiles that define the skills and behaviours they use when interacting with customers. The Challenger – The B2B salesperson with a strong understanding of customer needs.This seller methodically solves customer problems, is highly reliable and always responds to stakeholders The Problem Solver – The detailed oriented B2B salesperson.They give their time generously and build advocates This seller is focused on building personal relationships with their customers. The Relationship Builder – The classic B2B salesperson.A self-assured instinct follower this seller deliver results but can be difficult to manage The Lone Wolf – The independent B2B salesperson.This self-motivated seller always goes the extra mile, always garners feedback and constantly strives to develop their skills. The Hard Worker – the B2B salesperson that never gives up.The Challenger Sale Methodology is based on one of the largest sales studies ever conducted and it famously categorised five distinct B2B salesperson profiles:
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#Published research the challenger sale how to
The Challenger Sale: How to Take Control of the Customer Conversation book authored by Matthew Dixon in 2011 became an overnight sensation and has been hailed as the ‘must read’ publication for the modern B2B salesperson.
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Unless you’ve been hiding under a rock, then I’m guessing at some point you will have either read or discussed CEB’s Challenger Sale Book.