Sales Glossary > Challenger Sales

Challenger Sales

Challenger sales is a methodology where a salesperson takes full control of the sale process and can tailor the sales experience accordingly.

The salesperson who matches the "challenger" profile intentionally debates their prospect's beliefs and brings up previously unknown challenges, encouraging the prospect to consider new opportunities (i.e., the product or service that is perfectly tailored to solve those challenges).

The term was coined by Matthew Dixon and Brent Adamson in their book The Challenger Sale: How To Take Control of the Customer Conversation (2011).