The Challenger Sale
Taking Control of the Customer Conversation
About the book
Relationship building is no longer the best way to sell, especially in complex business-to-business deals, argue Matthew Dixon and Brent Adamson, who did the research with colleagues at Corporate Executive Board. Their study of thousands of sales reps across many industries found that every rep fits one of five profiles, and that only one, the Challenger, performs at a consistently high level. Challengers bring customers unique insights on how to save or make money, tailor the message to each customer's goals, and push back instead of yielding to every demand. The authors argue these behaviors can be taught to average reps and spread across a sales force. It was the authors' first nonfiction book, out from Portfolio/Penguin in 2011.
Author Neil Rackham praised it in a passage on the rare breakthroughs that have changed the direction of the sales profession.
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This book has 2 recommendations
Neil Rackham (Author)
The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the profession. These breakthroughs, marked by radical new thinking and dramatic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did.
Ken Revenaugh (Sales Educator/Challenger)
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.
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