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The Challenger Sale : Taking Control of the Customer Conversation - Matthew Dixon

The Challenger Sale

Taking Control of the Customer Conversation

Paperback

Published: 20th March 2013
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In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.

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The Challenger Sale
 
4.0

(based on 2 reviews)

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4.0

A great read for all sales professionals

By Carolyn

from Gold Coast

About Me Everyday Reader

Verified Buyer

Pros

  • Deserves Multiple Readings
  • Easy To Read
  • Informative
  • Page-Turner
  • Well Written

Cons

    Best Uses

    • Reference

    Comments about The Challenger Sale:

    A great insight to how the sales process has changed and how now to engage with prospects.

    Comment on this review

     
    4.0

    Great read for all sales professionals

    By Carolyn

    from Gold Coast

    About Me Everyday Reader

    Verified Buyer

    Pros

    • Deserves Multiple Readings
    • Easy To Read
    • Informative
    • Well Written

    Cons

      Best Uses

      • Reference

      Comments about The Challenger Sale:

      Great insight on how the sales process and engagement has changed

      Comment on this review

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      The most important advance in selling for many years. -- Neil Rackham, author of SPIN Selling

      ISBN: 9780670922857
      ISBN-10: 0670922854
      Audience: General
      Format: Paperback
      Language: English
      Number Of Pages: 240
      Published: 20th March 2013
      Dimensions (cm): 23.8 x 15.4  x 1.9
      Weight (kg): 0.32
      Edition Number: 1