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The Challenger Sales Model Book summary  Many believe that building relationships with prospects is an integral part of the sales process  . However, the authors of “The Challenger Sale”, Matthew Dixon and Brent Adamson, have different ideas. They say that when it comes to top-performing sales reps, building relationships is the least effective strategy in closing sales. Instead, they argue that sales reps who take control of a sale and teach their prospects how to solve their problem, instead of focusing on building a relationship, are more successful.  Research from Gartner highlights a growing trend in the customer buying journey. Gartner research found that by the time a customer contacts a sales rep, they’re roughly 57% of the way through the purchase process. The study shows that prospects, based on their own research and learning, are coming into a selling environment with preconceived ideas about what features they want and how much they’re willing to pay.  It’s in thi