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Executive summary: Challenger Sales

The search for an innovative and effective methodology to move the complex sale forward intensifies. B2B sales organizations operate in a highly competitive market in which decision makers’ time and attention has become a luxury. At the same time, salespeople must overcome pressures from commoditization and new buyer behavior. The question of how to get more face time with decision makers and influencers is therefore highly relevant among B2B sales leaders. Can a provocative approach be the right path to remove barriers between sales reps and decision makers? Here is an executive summary about the main ideas in Challenger Sales.

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