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Index
Title Page
Copyright Page
Dedication
Foreword
Introduction
Chapter 1 - THE EVOLVING JOURNEY OF SOLUTION SELLING
Chapter 2 - THE CHALLENGER (PART 1): A NEW MODEL FOR HIGH PERFORMANCE
Chapter 3 - THE CHALLENGER (PART 2): EXPORTING THE MODEL TO THE CORE
Chapter 4 - TEACHING FOR DIFFERENTIATION (PART 1): WHY INSIGHT MATTERS
Chapter 5 - TEACHING FOR DIFFERENTIATION (PART 2): HOW TO BUILD INSIGHT-LED CONVERSATIONS
Chapter 6 - TAILORING FOR RESONANCE
Chapter 7 - TAKING CONTROL OF THE SALE
Chapter 8 - THE MANAGER AND THE CHALLENGER SELLING MODEL
Chapter 9 - IMPLEMENTATION LESSONS FROM THE EARLY ADOPTERS
AFTERWORD
Acknowledgements
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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