Challenger Sale

Biological Parallel

When desert baboons encounter a new water source, the most knowledgeable individuals don't ask permission—they lead the troop to hidden springs others don't know exist. Challenger selling mirrors this: teaching customers about unconsidered problems (like baboons revealing hidden threats), tailoring solutions to their context (troop-specific dangers), and taking control through costly knowledge signals that establish credibility. Teaching, not accommodation, creates followership in both domains.