The challenger sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery dan james former chief sales officer dupont this is a must read book for every sales professional. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies the challenger sale argues that classic relationship building is a losing approach especially when it comes to selling complex large scale business to business solutions. The challenger sale argues that classic relationship building is the wrong approach every sales rep in the world falls into one of five distinct profiles and while all of these types of reps can deliver average performance only one the challenger delivers consistently high performance. The challenger sales model believes with the right training coaching and sales tools all reps even those falling into one of the other four categories can take control of the customer conversation like a challenger the book also discusses the fundamental principles serving as the foundation for this sales model they are as follows challengers are made not just born its the combination of skills that matters challenging is about organizational capability not just