Neil Rackham's recommendation
Translator's Note
Entering

Chapter 1: The Evolution of Solution Sales
Solution Sales Development Process
Solutions and Customer Burden
The growing gap in ability
The way forward

Chapter 2: Challenger (Part 1): A New Model for Outstanding Salespeople
A journey to find answers
First Discovery: There Are Five Types of Salespeople
Second Discovery: Two Profiles Show Significant Differences
Third Discovery: Challengers are solution sales professionals, not just salespeople who shine during a recession.

Chapter 3: Challenger (Part 2): Spreading the Challenger Sales Model to Ordinary Salespeople
Does the Challenger Sales Model Work?
What we'll cover next

Chapter 4 Teaching Differentiation (Part 1): Why Insight Matters
It's not a question of what to sell, it's a question of how to sell.
The power of insight
It should be commercial teaching, not just simple teaching.

Chapter 5: Teaching Differentiation (Part 2): How to Lead Insight-Based Conversations
Detailed progress procedures organized according to purpose
Look in the mirror
Developing a Well-Structured Sales Playbook
Building an Insight Manufacturing Machine
Commercial Teaching Case Study 1: The Power of Planning the Unplanned at Granger
Commercial Teaching Case Study 2: ADP Dealer Services' Profit Management Seminar

Chapter 6: Tailoring Your Suggestions to Create Resonance
What decision makers really want
The key to building overall support
New rules of sales
Tailor your message to your suggestions
Delivering a consistent message
Tailoring Your Message Case Study: Solesa's Customer Role-Based Message Strategy
Practice making suggestions

Chapter 7: Securing Sales Initiatives
Three Misconceptions About Taking the Lead
Preparing your salespeople to take the lead
Taking the Lead: DuPont's Guide to Controlled Negotiation
Things to note
summation

Chapter 8: Sales Managers and the Challenger Sales Model
World-class sales manager
Coaching toward known goals
Innovation in the unknown
Run

Chapter 9: Lessons Learned from Early Adopters of the Challenger Sales Model
Lessons for Sales Managers
Lessons for Marketing Managers
Lessons for all senior executives

Beyond review sales, to all fields
Internal business customers also want insights.
Get out of the order taker position
Speaking the language of business
How to get an important role
Constant effort

supplement
Appendix A: Challenger Coaching Guide
Appendix B: Sales Style Self-Assessment
Appendix C: Challenger Recruitment Guide

In light of the current coronavirus pandemic, this book could offer a breakthrough for many businesspeople and executives who are concerned about their performance.
This is especially true because the book was written based on observations and experiences from ten years ago, when the world was in a similar situation due to the global financial crisis.
In 2008, when the global financial crisis left salespeople hesitant to meet with clients, some people were able to close larger sales than usual.
The book begins with a consulting firm's expert research into who these people are and describes the profiles of salespeople they uncovered.
What's the secret behind these consistently outstanding salespeople? These exceptional salespeople differ from the typical characteristics of a good salesperson, and they stand out because they don't prioritize relationships over sales strategies.
While many salespeople who believed that "if you maintain good relationships, sales will follow," were struggling in the shadow of the recession, these individuals were achieving tremendous results in an entirely new way.
These salespeople, called “challengers” in this book, unlike relationship-oriented salespeople, offer insights into new opportunities, educate customers, and tailor suggestions to get them to take action, without relinquishing control of their relationships with customers.


This book presents compelling statistics and case studies to explain why the Challenger Approach succeeds in complex business environments and offers practical ways to apply this approach in your organization.
Unlike typical sales books, it is based on solid research and statistics, and the topic is presented with highly persuasive logic.
It is well-reflected with vivid examples from the field, so there are many parts that those with sales or marketing experience will nod their heads in agreement with.
This will provide a customer strategy that can be a turning point for many companies, teams, and individuals seeking to build effective sales teams that adapt to the changing purchasing tendencies of increasingly smart and complex customer decision-making processes.

This book, which was translated into Korean several years ago and received favorable reviews and was recommended by many companies, has been revised and published by Oculus.
I highly recommend it to many professionals looking to take on challenges in times of crisis.