In the hyper-competitive landscape of B2B sales, the difference between a good sales rep and a great one is no longer just about charm, persistence, or closing skills. According to Matthew Dixon and Brent Adamson of CEB (Corporate Executive Board), the landscape shifted dramatically a decade ago—and the data is more relevant today than ever.
While all profiles can deliver average results, the Challenger is the clear leader in high-performance sales: The Challenger Sale by Matthew Dixon EPUB