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These days, almost every new hire in B2B sales is told to read Brent Adamson’s and Matthew Dixon’s The Challenger Sale.

It's one of sales' seminal works, based on one of the largest studies ever conducted in the field. Tha

The difference between average salespeople and good ones is staggering. Average reps hit their quota —most of the time — while good ones don’t just consistently hit, they have blow-out months and quarters.

Good reps earn their prospects’ admiration, loyalty, and referrals. They s