The Challenger Sale

Name: The Challenger Sale
Price: 72.66 AUD
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ISBN: 9781591844358

Taking Control of the Customer Conversation

Matthew Dixon, Brent Adamson

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Hardback

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English

Portfolio
31 May 2012

Economics & Business; Sales & marketing

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, ""The Challenger Sale"" argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

By: Matthew Dixon, Brent Adamson
Imprint: Portfolio
Country of Publication: United States
Dimensions: Height: 236mm, Width: 156mm, Spine: 23mm
Weight: 420g
ISBN: 9781591844358
ISBN 10: 1591844355
Pages: 256
Publication Date: 31 May 2012
Audience: College/higher education , Professional and scholarly , Primary , Undergraduate
Format: Hardback
Publisher's Status: Active

Matthew Dixon is a managing director and Brent Adamson is a senior director with sales and marketing practice of The Corporate Executive Board Company.

Reviews for The Challenger Sale: Taking Control of the Customer Conversation

The most important advance in selling for many years. -Neil Rackham, author of SPIN Selling The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery. -Dan James, former chief sales officer, DuPont This is a must-read book for every sales professional. The authors' groundbreaking research explains how the rules for selling have changed- and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success. -Ken Ravenaugh, vice president, sales operations, Oakwood Temporary Housing Groundbreaking, timely, and disciplined research-presented in a way that is both intuitive and completely actionable-that has already had an impact on our organization by