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Index
TITLE PAGE
COPYRIGHT
DEDICATION
CONTENTS
FOREWORD
INTRODUCTION — A SURPRISING LOOK INTO THE FUTURE
1 — THE EVOLVING JOURNEY OF SOLUTION SELLING
2 — THE CHALLENGER (PART 1): A NEW MODEL FOR HIGH PERFORMANCE
3 — THE CHALLENGER (PART 2): EXPORTING THE MODEL TO THE CORE
4 — TEACHING FOR DIFFERENTIATION (PART 1): WHY INSIGHT MATTERS
5 — TEACHING FOR DIFFERENTIATION (PART 2): HOW TO BUILD INSIGHT-LED CONVERSATIONS
6 — TAILORING FOR RESONANCE
7 — TAKING CONTROL OF THE SALE
8 — THE MANAGER AND THE CHALLENGER SELLING MODEL
9 — IMPLEMENTATION LESSONS FROM THE EARLY ADOPTERS
AFTERWORD — CHALLENGING BEYOND SALES
ACKNOWLEDGMENTS
APPENDIX A — Excerpt from the Challenger Coaching Guide
APPENDIX B — Selling Style Self-Diagnostic
APPENDIX C — Challenger Hiring Guide: Key Questions to Ask in the Interview
INDEX
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