---
title: Why Change Selling Blog | Kathleen Carr
description: Why Change Selling blog on sales enablement, sales performance, sales coaching, and training topics.
---

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# Why Change Selling Blog

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### Kathleen Carr

#### Recent posts by Kathleen Carr

###### 4 min read

## [The Challenger Sale - A Management Consultant's Perspective](https://www.shift90.partners/blog/the-challenger-sale-a-management-consultant-s-perspective)

 By [Kathleen Carr](https://www.shift90.partners/blog/author/kathleen-carr) on Oct 27, 2021 11:23:06 AM

[![](https://www.shift90.partners/hs-fs/file-23719210-jpg/images/challenger_chart_.jpg) ](https://www.shift90.partners/blog/the-challenger-sale-a-management-consultant-s-perspective)

## **The Challenger Sale**

 This book was a breath of fresh air with insights on how customers buy, what they value from a professional sales person and how today's top performing sales professionals behave.  

*[The Challenger Sale: Taking Control of the Customer Conversation](http://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355)*, targets the aspiring sales professional and sales leader. However, it is much more. 

The book’s message is one of marketing strategy and tactics - how to attract, build and sustain customer relationships that result in sales.  You may have a [killer product](https://www.shift90.partners/whiteboardselling-enablement/killer-products/), but we all know they don't sell themselves and success in the market through getting your killer product/service sold is the critical factor for survival.   

## Old Wine in New Bottles?

 The skeptic surfaced in me as I began reading the categorization of sales behavior types, - everything old is new again, but I disciplined myself to read on.  The findings are consistent with my experience in sales and as a management consultant....but again this is hardly earth shattering.  

The book describes, in detail, the attributes that define “Challenger behavior.”  As I read on, I found the research evidence to be insightful, credible and compelling and it resonated with me. 

###### Topics: [challenger sale](https://www.shift90.partners/blog/topic/challenger-sale) [challenging status quo](https://www.shift90.partners/blog/topic/challenging-status-quo) [complex b2b](https://www.shift90.partners/blog/topic/complex-b2b)

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