In a nutshell, Jill, we found two things we weren't actually looking for originally.įirst, we found that virtually every sales professional falls into one of five distinct profiles. 'The Challenger Sale” captures a huge amount of research over the course of several years with sales professionals. Can you give a brief synopsis of what you uncovered in your research and what you recommend today?īrent Adamson: Absolutely. Jill Konrath: In the last few years, you’ve been a part of groundbreaking research that has totally changed the conversation about sales. Jill Konrath: I am so glad you're here because I want to talk briefly about 'The Challenger Sale' and then I want to talk about what's on beyond 'The Challenger Sale.' And your book came out when?īrent Adamson: It came out in, gosh, that's a good question. This research will change how you approach prospects. He also reveals what top performers do differently from other sales reps.Ĭheck it out. Brent is also the Managing Director of Advisory Services for CEB's Sales and Marketing practice.ĭuring our conversation, he shares some groundbreaking research that has totally changed the conversation about sales.

Recently I had a chance to interview Brent Adamson, coauthor of 'The Challenger Sale,' one of my favorite books.

The challenger sale workbook