B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Current
7%
7% -- share of top sales performers for Relationship Builder sales profile (2026)
The Relationship Builder profile accounts for 7% of top performers in complex sales according to Matthew Dixon's Challenger research.
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Lighthouse Research Team
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Source verified
Evidence graded
Value
7%
Unit
Percentage
Data Vintage
2026
Entity
Evidence Quality
B
Strong, reliable evidence
Sourced from a well-regarded research firm or industry leader with transparent methodology and a reasonably large sample.
Single source - not yet corroborated
Score breakdown
Extraction
50
Source Trust
60
Citation Chain
20
Independence
30
Methodology
45
Freshness
95
Source
Matthew Dixon and Adamson (Challenger Sale)
Primary
Tier C
https://yourmachine.co/blog/six-stage-sales-system-expertise-firms ↗
Source Article
The Deal Is Decided Early: A Six-Stage Sales System for Expertise Firms | Your Machine
The Deal Is Decided Early: A Six-Stage Sales System for Expertise Firms
Five of the most rigorously researched sales methodologies ever published each cover one stretch of a complex services deal — and go quiet on the rest. Chain VITO, Challenger, SPIN, Gap Selling, and the JOLT Effect into a relay,…
Original Research
Matthew Dixon and Adamson (Challenger Sale)
· Original study ↗
Methodology
Dixon's Challenger research, as cited
Methodology documented
Segmentation
Industrymarketing
Cite this stat
Plain Text
Relationship Builder sales profile: 7% share of top sales performers. Source: Matthew Dixon and Adamson (Challenger Sale) (2026). Via Lighthouse Intelligence -- https://lighthousedata.io/data/relationship-builders-7-percent-top-performers
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<blockquote cite="https://lighthousedata.io/data/relationship-builders-7-percent-top-performers" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>7%</strong> -- share of top sales performers for Relationship Builder sales profile<br><small>Source: Matthew Dixon and Adamson (Challenger Sale) (2026) · <a href="https://lighthousedata.io/data/relationship-builders-7-percent-top-performers" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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